Customer segmentation

Holger Dannenberg and Dirk Zupancic

Chapter 7 in Excellence in Sales, 2009, pp 85-93 from Springer

Abstract: Abstract A sales team can only work efficiently and achieve its targets if it knows every customer’s potential and the extent to which that potential can be translated into sales revenue. If this is not the case then valuable sales resources are wasted on the “trial and error method”. A company’s customers should therefore be further subdivided within the specific market segments. Suitable criteria should be determined and combined for the evaluation.

Date: 2009
References: Add references at CitEc
Citations: View citations in EconPapers (1)

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-8349-8782-2_7

Ordering information: This item can be ordered from
http://www.springer.com/9783834987822

DOI: 10.1007/978-3-8349-8782-2_7

Access Statistics for this chapter

More chapters in Springer Books from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().