Customer Prioritization
To determine how your are going to invest your time for maximizing sales, you’ll need an A, B, and C customer identification matrix. Figure 5-1 shows a method of future account prioritizing that you might not have used in the past:
| Accout Name | Cust. | Compet. | Relat. | Size | Maint. | Credit | Pot’l | Total | A, B, C |
|---|---|---|---|---|---|---|---|---|---|
| ExampleAccount | 5 | 3 | 4 | 4 | 4 | 4 | 5 | 29 | A |
| Notes: | |||||||||
| Existing Customer of ours = 5 | |||||||||
| Competition has business = 1, we have business = 5 | |||||||||
| Size is relative to territory | |||||||||
| Maintenance = time spent with handling complaints 1 = high maintenance | |||||||||
| Potential = relative to territory | |||||||||
| Total = Maximum of 35 points | |||||||||
| A, B, ... | |||||||||
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