Account Strategy Development
Segmentation lays the groundwork for account strategy development.
| Segmentation Variables | Range of Values | |||
|---|---|---|---|---|
| Very Large | Large | Medium | Small | |
| Size (Beds) | >999 | 500–1,000 | 200–499 | <200 |
| Type of Hospital | Teaching | Community | ||
| Account Status | Vulnerable | Secure | Opportunity | Mixed, by Department |
This consists of:
Developing one or more sales actions or coverage strategies for each segment
Assessing the costs and benefits of each possible coverage strategy for each segment
Selecting for each segment the most beneficial strategy that is within the capacity of the sales force.
Answering the following related questions will provide the best sales actions and coverage strategies: ...
Get The Complete Guide to Accelerating Sales Force Performance now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
