Developing a new Sales Territory

Leaving our known market to explore a new one is always a risky undertaking, which must be planned cautiously.

Friday, October 1, 2010

In his article in Bnet.com, Geoffrey James lists the two core steps required to plan such a venture, which will get us closer to successfully sell in a new territory.

STEP 1: Thoroughly research the market of the the new territory
It is important to quantify potential revenue and how many sales opportunities can be developed in the new territory, but even more crucial is understanding why the customers will buy our goods or services.

STEP 2> Develop your sales focus to match the purchasing behavior of your potential customers
Once you know how your target customers purchase what they need, you must optimize your sales and marketing plan to adjust to said purchasing practices. And then you need to do this to perfection until you become the market leader.



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Insights for Becoming a Better Salesman

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First of all, You Must be a Sales Person

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The essence of any business are its customers and sales. No matter what your role in the company is, you should always think like a sales person.

No matter what your area of work is: production, marketing, operations, administration or finance; you should always be a sales person.

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