Sales Management Analysis

Aspect of sales management that you are going to look at? |Why is this aspect important?
Which questions are you going to ask?
Priority of the aspect? | |
|Customer analysis |This aspect represents the key success factor in assessing the business and setting the future goals |
| |both in terms of customer planning and meeting the customer needs through organizing and reallocating |
| |resources, human or financial. |
| |The main questions which are to be asked are the quality and quantity of the customer base. Are the |
| |customers that represent the biggest volume of the sales sufficient to maintain the business while the |
| |rest is developing? In this case it is essential to see what part of the business goes to high spending |
| |users and businesses, and how much business is coming from low-potential customers. These data would |
| |mainly depend on the level of market development. If it is a low infrastructure market, there are |
| |probably much less high-spending customers, and the rule of 20:80 changes more likely to 5:95, where 5%|
| |of the customers account for more than 95% of the income. |
| |Anyhow, the company should have obtained so far some insight on the level of customer satisfaction and |
| |suggestions in which way should the provider develop. |
|