Tips and articles
More than just salesmen
Use your sales organization for market research. They're often one of your best sources if you involve them and listen carefully
- Set up sales panels. Hold regular sessions for market, product, and customer input . You ask the questions, let them do the talking.
- Use your sales organization as focus groups to evaluate new product concepts.
- Conduct pilot or test market projects in a single sales territory.
- Ask your sales organization about advertising messages. They know what turns the customer on.
- Ask them to help you define the customers most likely to buy.
- Round table discussions at sales meetings can generate new product ideas and improved marketing programs
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