Archives

The customer’s existing & future value, keeping in view that the current level of business stays consistent over time. This dimension of values includes revenue, as well as aspects such as how well-engaged the customers are in the business, referrals, and communications.

The process of locating potential customers that are ready to buy. It’s the attempt to lead these customers to a website, keep them engaged, and encourage them to buy, answer their queries and close the sale.

Categorization of customers into groups; the salesperson will make these categorizations based on various criteria such as the potential sales. The purpose of this is to develop a sales call plan.

Sales promotion goals that have been achieved when channel members/consumers buy products before the time they would’ve typically purchased them.