Question
The sales concept development process can be applied to target customer segments by first assessing the potential of your product in the market and comparing it to your competition. This helps in defining your market position and strategy. This strategy is then broken down and applied to each target customer segment. The mix of products, communications, and sales strategies are then combined to formulate an action plan tailored to each segment.
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The sales concept development process is useful to create an action plan for your sales and marketing will be conducted. Begin with a market strategy that assesses how much potential your product has, compares them to your competition, and defines your market position and strategy. Break this strategy up and apply it to target customer segments. Then combine your mix of products, communications, and sales strategies to formulate an action plan.
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