Business Services Industry
When you must dig deeper for sales.(working in smaller territories)
American Salesman, April, 2003 by Pollock, Ted
A major account has moved...some customers have gone out of business ... your firm has reduced your territory...business just isn't what it used to be. For one reason or another, you have to "scratch" deeper and longer in order to produce the volume that once came so effortlessly. Is there anything you can do to pull the same sales out of a shorter list of contacts or a smaller area? There definitely is according to salespeople who have faced this problem.
The job wasn't easy, but they found a reduced territory or a smaller number of obvious prospects provided' an opportunity to sell in depth by digging out potential customers who previously had been overlooked. Sometimes this was exactly what their companies had in mind. As one sales manager puts...
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