After attempts to increase sales had failed, a US high tech B2B steel products manufacturer leased a mailing file database, acquired the appropriate data from it, and used it to guide the sales effort. The firm matched the Standard Industrial Classification (SIC) codes for each of the 50,000+ firms in the database with a list…

BPIR Categories

1.1.6 Analyse customer data
4.1.1 Identify market segments & target customers
4.2.1 Manage sales & sell products & services

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