Customer Qualification
The successful redesign of sales organizations begins with the intelligent clustering of existing customer potential.
Customer qualification, the segmentation of customers, is based on a wide variety of factors such as turnover, revenue, product and service as well as the type and cost of support or is simply implemented according to targeted investment areas in which the respective company would like to generate revenue in the future.
Customer Development
One of the main objectives of customer qualification is to ideally fully exploit the customer’s purchasing power potential; to put it more simply: customer development.
The customer segments classified as part of customer qualification can be divided into the categories of key account, development and pool in the context of sales consulting.
In the key account area, the aim is to maintain sales by increasing customer loyalty, while the development area has the clear objective of better utilizing the customer’s purchasing power in the future.
With over 20 years of experience in the operational IT business (distribution and production), rbt:Consulting provides its customers with a high level of expertise in the area of sales mechanisms (B2B and B2C).