Question

6/1

Cespedes (2014) uses the start-up business BPI to illustrate the problems with not knowing who your core customers are, which is essential for scaling up sales processes. What is the benefit of creating an "ideal customer profile" and the salesperson's role in identifying these customers? How can a salesperson's deep knowledge of their target market and its buying behavior ensure a high return-on-investment of sales activities?

Answer 1

1. An ideal customer profile is created to find potential customers for the product or services provided by company. It also helps salesperson to find the suitable customers and to maximize the sales by persuading and streamlining that customer.

2. Salesperson can identify these customers by first tailoring their sales pitch and following the gut feelings to know if the prospective customers will add value and stay loyal to the company.

3. Due to salesperson deep knowledge of their target market it is easier for them to increase sales and provide viable solutions to the customer problems as they are aware about their buying behavior, needs and wants. Which ultimately ensures a high return on investment due to increase in sales and profitability.