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| Tekijä: | Waaser, E. (et al.) |
| Otsikko: | How you slice it: Smarter segmentation for your sales force |
| Lehti: | Harvard Business Review
2004 : MAR, VOL. 82:3, p. 105-111 |
| Asiasana: | Marketing Executives Salespeople Customer relationship management (CRM) Medical equipment industry Companies USA |
| Kieli: | eng |
| Tiivistelmä: | Medical-equipment supplier Hill-Rom accelerated its growth by segmenting customers in a new way and tackling their most pressing problems. The article illustrates how meaningful sales improvements come from three things: segmenting customers more thoughtfully, designing an organization that can serve the different segments more efficiently and staffing organization at the optimal level. |
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