Sales management in the ABCD.docVIP

 PAGE \* MERGEFORMAT 9 Sales management in the ABCD Sales management is the most variable management to sales, for example, all companies in the development of a time when sales targets are expected on behalf of a certain nature, that there are a lot of things is hard to predict, so sales have become the difficult to control an indicator, which for the enterprises is a very painful thing, is not an accurate grasp of the sales, corporate action becomes a lot of hesitation, so look at how to make sales, see and feel , you can control became the key. ABCD management is such a tool, his derivation is: profits and sales related to the sales and customer-related; the contrary, he has brought in sales customers through the sales profits. Therefore, how to manage the customer is the basic content of completed sales. How to manage customers and effectively linked with the sales of the core of this article. First, the sales target customers into First, we will be customers into ABCD 4, the definition of four different types of companies is not the same definition, such as a big customer sales company, and his four defined like this: A: has signed agreements or contracts being signed between the customer B: access to decision makers in the purchase intention, within two months can be entered into a contract customer C: to establish a stable contacts made it clear that the intention, the cycle limitation D: a complete basic information, and to establish initial contact E: Initial access to information to customers In accordance with customer’s maturity, ABCD’s customers are being distributed into the distribution of the pyramid: Observed from the graph, under normal circumstances, the company’s customers to follow the distribution of such a law, the customer level, the lower the number the greater. In the low-level to senior’s promotion process, there are certain rules and reflects a certain percentage of the management. This proportional relationship can follow