on the one hand, the sales organisation must be designed in such a way to minimise expenditure and maximise revenue; on the other hand, it is required to forge long-term and satisfied customer relationships.
[Customer Qualification]
The successful redesign of sales organisations begins with an intelligent clustering of the existing customer potential.
Customer qualification – the segmentation of customers – is either based on a wide variety of factors – such as turnover, revenue, product, service, and the kind and cost of customer care provided – or simply done according to the target investment areas in which the respective company would like to generate future revenues.
[Customer Development]
One of the fundamental objectives of customer qualification is ideally to fully exploit the purchasing power potential of the customer; put more simply: customer development.
The customer segments classified as part of the customer qualification process can be divided into the more general categories of key account, development and pool.
Whereas the key account area is about maintaining the turnover by increasing customer loyalty, the area of development has the clear demand of improving the exploitation of the customer’s purchasing power potential in the future.
With over 20 years of experience in the operative IT business (distribution and manufacture), RBT:Consulting provides its customers with a high level of expertise in the field of sales mechanisms (B2B und B2C).