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» Products & Services » » Sales and Marketing » Sales Management » Enhancing Selling Effectiveness » Planning and Targeting » Targeting to Achieve Territory Potential

Territory Targeting Techniques & Thought Leader Development

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ID: 1111

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Published: Pre-2019

Delivery Format: Online

 

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Practices in this document include: Employing targeting techniques to continuously prioritize customers, time, efforts, samples, and marketing resources. Targeting highest potential customers to drive growth and optimize sales. Targeting thought leaders, specialists and local buyers whose experience and expertise positively influence the opinions and prescription patterns of other customers. Identifying future thought leaders and developing them. Re-targeting thought leaders to drive new product launch sales. Targeting based upon an account’s expected economic value.

Industries Profiled:
Distribution; Pharmaceutical; Retail; Manufacturing


Companies Profiled:
Wal-Mart; Purdue Frederick

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