MAR 4942C Lecture Notes - Lecture 4: Sales Force Management System, High Tech

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Published on 27 Nov 2017
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account classification
The process of placing existing customers and prospects into categories based on their potential as a
customer.
account goal
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A salesperson's desire of selling a certain amount of product to one customer or account in order to
achieve territory and personal goals.
circular routing plan
A territory routing plan in which the salesperson begins at the office and moves in an expanding pattern
of concentric circles that spiral across the territory.
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cloverleaf routing plan
A territory routing plan in which the salesperson works a different part of the territory and travels in a
circular loop back to the starting point.
deal analytics
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Document Summary

The process of placing existing customers and prospects into categories based on their potential as a customer. account goal. A salesperson"s desire of selling a certain amount of product to one customer or account in order to achieve territory and personal goals. circular routing plan. A territory routing plan in which the salesperson begins at the office and moves in an expanding pattern of concentric circles that spiral across the territory. cloverleaf routing plan. A territory routing plan in which the salesperson works a different part of the territory and travels in a circular loop back to the starting point. deal analytics. smart sales force automation tools that analyze data on past customer behavior, cross-selling opportunities, and demographics to identify areas of opportunity and high customer interest. external relationships. Relationships salespeople build with customers outside the organization and working environment. goals and objectives. Something a salesperson sets out to accomplish. high-tech sales support offices.

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