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7 Cards in this Set
- Front
- Back
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What is the first step in determining market potential of a territory?
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Identifying the market by product potential.
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How do you identify the product potential of a market?
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Identify those customers who most likely are to buy specific machine tool and/or manufacturing equipment
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Define the Pareto Principle.
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80% of the sales in any territory will come from 20% , or less, of existing customers.
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True or False: Much of the territory appraisal should be directed at seeking out a smaller griup of customers that offer the most potential.
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TRUE
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T or F: You should not worry about the other 80% of companies who are not your customer.
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FALSE
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On average, what percentage of the customer base turns oveer annualy within a territory?
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15 to 20 percent.
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Name sources used to identify territory potential.
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1. SIC/NAICS Research
2. USMTC Data 3. UCC Data |
