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Sales managers need to segment target markets in order to marshal their staff and minimise conflict in the field. One obvious way to do this is by business size; the way vendors of any product or service sell to and manage small business customers is often very different to the way they deal with large enterprises. But how does one define a business's size? The most common measure used is the number of employees; useful because most business will disclose this information. Turnover would be another way, but many private companies keep this information to themselves so it is of little practical use especially in the Small and Midsized Business (SMB) market.
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