mind your business: Gaining Market Share in a Difficult Economy:
The problem with relationships
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For years, this mode of operation was acceptable. In a growing economy, most of the customers grew as well, and all the salesperson had to do was show up and he or she would expect a certain percentage of the business. Life was good, and the job was easy.
Now, however, most of the customers aren't growing, and most sales territories are down. Many of those same customers are struggling to stay profitable. The salesperson's market, defined as the people with whom he or she has positive business relationships, has shrunk. In many sales territories, if the sales territory is going to grow, or at least gain market share, the salesperson has to look outside his or her current relationships.
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- Dave Kahle
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