Productivity | industrialmarketing

The What, Why, and How of Strategic Marketing

Why is gathering primary market research information a high priority?

How will you expand the number of product lines being offered?

Do you find that the buying influences and buying specifiers at your prospects, are changing too rapidly to keep track of who is who?

Would you like to generate highly qualified leads from your "niche" market segments to improve Productivity?

How dormant or marginal accounts can become prospects for other products?

Would you like more information regarding the twenty-two applications "strategic marketing" has in your industry?

Would you like to synergize your marketing and gain more control over your sales efforts?

What are the steps to develop a marketing database?

What are the steps to developing an on-site teleservices profit center?

Would you like to generate highly qualified leads from your "niche" market segments to improve Productivity?

The effective management of a field salesperson's time is a key marketing issue in this business climate. A recent study conducted by McGraw-Hill, reported 39% of a salesperson's time is spent in selling. Other work time is consumed in traveling and waiting-32%; paperwork, reports, and sales meetings-24%, and service calls-5%. Sales effectiveness has not kept pace with increased selling costs, resulting in a decline in productivity. "Strategic Marketing" can dramatically increase productive utilization of a salesperson's time.