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Directories. It should be a matter of course for sales-teams to screen hardcopy, CD-ROM or on-line directories for companies which fit the class of industry to which they sell. The source can vary from the maps and lists sold by Market Location, to Kompass, the Commercial Classified directories and the appropriate trade journals. A straight count of the companies within a region may be a guide to the potential for a product. If, for example, one knows from experience that lithographic printers use a certain number of printer's blankets per year, then a company marketing these products can obtain a rough approximation of the area's. | Tài liệu tham khảo - www.marketingchienluoc.com Assessing A Sales Area s Potential an outline of six methods of arriving at logical sales targets Directories. It should be a matter of course for sales-teams to screen hardcopy CD-ROM or on-line directories for companies which fit the class of industry to which they sell. The source can vary from the maps and lists sold by Market Location to Kompass the Commercial Classified directories and the appropriate trade journals. A straight count of the companies within a region may be a guide to the potential for a product. If for example one knows from experience that lithographic printers use a certain number of printer s blankets per year then a company marketing these products can obtain a rough approximation of the area s sales potential by simple multiplication. This means of assessing sales potential is most suited to industrial products sold to end users who are thick on the ground and generally of small size -like printers foundries general engineering workshops and schools to name but a few. By association. Many industrial products are used in association with others on which published data is readily available. Using a known ratio of sales between the two products an association can be used to provide a guide to the sales areas potential. A sales-person selling work rolls to strip rolling mills would not be able to find published figures showing the annual consumption of his products. However it is relatively easy to establish the number of work rolls used per thousand tonnes of strip produced. Statistics abound on the output of steel strip from which a calculation can easily be made to show the sales potential for rolls. The imagination can run wild in seeking associations. The output of sand and gravel influences the consumption of screening meshes sales of industrial bobbins are linked to the output of cloth and sales of guillotine knives depend on paper production. Employment statistics. The Central .
