Question

IF A FIRM ANALYZED ITS SALES VOLUME BY CUSTOMER CLASSES, HOW MIGHT THE RESULTS AFFECT THE SUPERVISON, COMPENSATION, AND TRAINING OF THE SALES FORCE?

Answer 1

Customer Classes or categorization can be done based on multiple factors like Buying pattern, payment behavior, credit worthiness in case of business to business customers etc. If a firm analyzed its sales volume by customer classes, it can understand how the various classes of customers respond to various products, their prices, any discounts and offers, the features or specifictions of the products etc. This helps them train the sales force accordingly by identifying what the customers are interested in and highlighting unique selling proposition for the class of customers. Rather than selling the product or doing push marketing, the firm can pull the customers towards the product by concentrating on their purchase interest.