Definition of sales process goals for customer segments

Holger Dannenberg and Dirk Zupancic

Chapter 8 in Excellence in Sales, 2009, pp 95-100 from Springer

Abstract: Abstract After defining the customer segments and prior to designing the sales processes it is important to develop the link between both elements. For this purpose we recommend defining sales process targets.

Keywords: Sales Volume; Balance Scorecard; Customer Segment; Customer Target; Customer Management (search for similar items in EconPapers)
Date: 2009
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DOI: 10.1007/978-3-8349-8782-2_8

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