Michael Richter
International marketing and sales consultant
Hauptstrasse 27
DE-88422 Seekirch
International marketing and sales consultant

Tel: +49(0)7582-933371
E-Mail: michael.richter@marketing-und-vertrieb-international.de

Dictionary for strategic marketing - ... marketing is ...


Potential-oriented sales planning

The facts:
Many sales departments refuse potential-oriented indicators for their planning.

Instead they take into consideration figures from the past or 'targets' of the management - derived therefrom - in other wordS 'they drive forward, however, looking into the rear-view mirror'.

Normally this leads to the false conclusion that the so far strongest sales area would be the strongest - full stop !!

However, looking at this from the potential-orientation-point-of-view this is certainly wrong.

Finally this leads to the painful realization that for a long time already a higher turnover/profit would have been possible without causing essentially higher cost.

A potential-oriented sales planning helpes you to obtain product specific and client-/market segment specific indicators showing really achievable 'market potentials'.

Comparing this with existing sales figures for present clients and/or market segments you can derive from this sales chances for the short and long run.

(You should NOT concentrate on the loss of the past - simply use your chances better 'from NOW on' !!) - see also 'Sales planning - sales concept'

How can I assist you in reaching YOUR goals -- in Europe or anywhere else ? - please >> mail - or call +49-7371- 93210 - * Send page to a friend


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