MANAGING in the

NEW WORLD

Due to the pressures of achieving quarterly sales targets, teams often over-aggressively try getting their products sold. They use up all kinds of tactics from cross-selling to up-selling pitch. Smart sales teams however have realized that it is brand promoters who must be catered to more than detractors. The latter can even harm our business by crossing over to a rival. Excessive promotion to such category is harmful yet companies continue to tap them due to lack of proper business intelligence. They do not have enough information about the market. Information needs to be extracted before marketing strategies are framed or decisions taken. CRMs need to try tracking customer spend data. A feedback system is ideal to get first-hand information from customers themselves.

Source: https://hbr.org/2016/09/good-sales-teams-know-when-to-stop-selling

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