Customer Stratification: Best Practices for Boosting Profitability
F. Barry Lawrence, Ph.D., Pradip Krishnadevarajan, Senthil Gunasekaran
Best-in-class distributors categorize customers based on various factors, but customer stratification has long been an unexplored area for most distribution companies. Not anymore. At last, that gap is filled by this first-of-its-kind research study, Customer Stratification: Best Practices for Boosting Profitability.
If you want to get action, you must become a master of the interaction.
Tactical pre-call planning is vital before sales interactions - and this book provides a practical framework to help you prepare and execute highly effective selling! This is an easy read - that clearly provides significant direction and skill for all sales and sales support professionals who interact daily with customers.