Potential and value-oriented sales promotion is an effective tool for the fast and sustained improvement of business customer sales. In terms of strategy, sales operations have to be targeted at specific customers and a pro-active approach has to be taken to intensifying customer relations. This approach can lead to a performance improvement of up to 20 percent, depending on risk costs.
zeb/ helps you to identify existing potential and target customers. The performance improvement is achieved by way of a customer-specific schedule of measures and activities for each customer adviser. It is also important to use specialists. This creates clear responsibilities for all customer service activities, which improves both the quality and quantity of customer relationships.
zeb/'s consultancy services include the following steps:
- First of all, we analyze the potential of your customers.
- Then we team up with you to identify the top customers, the value destroyers and the potential customers in your customer advisers' portfolios.
- After that, we introduce activity scheduling and management processes and tools.
- In this connection, we establish work processes to activate product specialists.
- Then we create a management concept that is geared to sales promotion.
- Regular review interviews with specific action recommendations round off our package of consulting services.