To effect reductions in its marketing budget a US Services Organisation implemented some "old" basic processes. Salespeople were required to submit "win" and "loss" reports (a tool to collect crucial information from decision makers and influencers involved in the sales decision process). Follow-up was conducted with new customers and lost prospects by means of surveys.…

BPIR Categories

11.1.4 Manage cash flow
4.1.1 Identify market segments & target customers
4.2.1 Manage sales & sell products & services

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