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Sun 30 Mar, 2008 09:51 am
One characteristic of top-performing sales organizations is that they tend to concentrate more resources on a smaller, more carefully selected number of important customers than do other sales organizations.
This means companies that are successful pay attention to their important customers. That number of customers may be small, but it they are important because they prbably order more goods and do more business.
Other organizations don't take care of their important customers as well.