Strategies for Hard Times
- Topics:
- Assessment
- Source:
- Huthwaite
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Overview: A big problem of increasing activity is that it focuses the sales effort towards smaller sales. The easiest way for people to meet activity quotas is to make quick visits to low-potential accounts. In this way, the heavy emphasis on activity levels during a recession drives the sales force away from larger, longer-term, or higher- potential accounts. If activity targets include such things as getting six customers to attend product demonstrations each month or writing eight proposals, then the emphasis will be on the easiestto make the numbers.This white paper documents approaches major corporations throughout the world undertook to cope with the last global recession with referance to sales.
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Format: PDF | Size: 140KB | Date: Jan 2003 | Pages: 16
