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12 Cards in this Set
- Front
- Back
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When customers and potential customers within a territory have been identified, they must then be ranked how must they be ranked?
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According to their sales potential.
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What is the first step in ranking potential?
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To establish a match between the potential customer and the products and services sold by your company.
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What is the second step in ranking potential?
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Rank customers based upon a common rating sytem.
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Name the two typical methods of ranking customers within a territory.
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1. Simplified
2. Opportunity/Position |
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What categories are found in the Simplified Ranking System?
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Four account categories A to D.
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In the Simplified Ranking System, what customers are found in the Class A?
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Prime candidates for purchasing equipment.
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In the Simplified Ranking System, what customers are found in the Class B?
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Have a need and a set budget, but haven't decided.
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In the Simplified Ranking System, what customers are found in the Class C?
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Have a need, but no budget or plans to purchase.
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In the Simplified Ranking System, what customers are found in the Class D?
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Possible future purchasers.
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In the Opportunity/Position Ranking System, what two characteristics of accounts are balanced?
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1. Account opportunity
2. Sales organization strength of position. |
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Review Matrix
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How is information needed to rank potential customes acquired?
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1. Begin with a builder's or distributor's list of past purchasers of machines.
2. Match that information against those companies located through the territory appraisal. 3. Talk to builder or distributor management and staff familiar with the territory that can offer advice about these companies. 4. Use UCC list to find companies in the territory that have bought competitive equipment. |
