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:

Figure 5-1. Salesperson’s time management tool.
Accout NameCust.Compet.Relat.SizeMaint.CreditPot’lTotalA, B, C
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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