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An account is an important client or customer (usually a company) of the salesperson and that makes an important business contribution in sales to your company. An Account is a major customer whose business is important to your company success in business. To lose their business could have bad effect on your sales revenue.
An Account Penetration is the ability of a salesperson to work and contact people throughout the account, discussing your products. Successful penetration of an account allows you to properly service that account by identifying its needs and problems.
How To Maximize Account Penetration And Increase Your Sales?
Maximizing account penetration is one of the most important functions in sales. The greater the increase in account penetration has an enormous impact on revenues and profitability.
Think about it – if every one of your company's salespeople sold every product and service in their portfolio (group) to every business unit, department, and division of every account, what kind of numbers would they produce?
Design job around the key role undertaken by the salesperson rather then asking them acquire technical knowledge which can be handled by a technician or technical specialist or sales engineer.
We need to rethink our overall customer strategies, after all many marketing or sales experts will tell you that it is five times more profitable to spend marketing and advertising dollars to retain current customers than it is to acquire new customers.
Sophisticated technology and database equipment has made it possible for specialized firms to make attempts at customer retention through database marketing programs. Establishing a detailed client database will allow these companies to keep track of personal information and individual preferences of all their customers. This enables them to provide better service and value.
The Aggressive Customer . Opposite of the Meek Customer. Readily complains, often loudly and at length.
The High-Roller Customer . Expects the absolute best and is willing to pay for it. Likely to complain in a reasonable manner, unless a hybrid of the Aggressive Customer.
The Rip-Off Customer . The goal is not to get the complaint satisfied but rather to win by getting something the customer is not entitled to receive. A constant and repetitive "not good enough" response to efforts to satisfy this customer is a sure indicator of a rip-off artist.
The Chronic Complainer Customer . Is never satisfied; there is always something wrong. This customer's mission is to whine. Yet, he is your customer, and as frustrating as this customer can be, he cannot be dismissed.