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Erschienen in:
2009 | OriginalPaper | Buchkapitel
Customer segmentation
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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.