Customer Matrix: Categorization & Targeting Strategy

Introduction

This training program is suitable for following business models: Pharmaceutical, Project and Corporate Sales, Knowledge and Hightech Products

How you will benefit

  • Understand how to categorize and identify customers of A, B, C and D
  • How to build customer matrix and strategy for each category
  • Plan and approach techniques for each category
  • Bridge the gap between departments of sales & marketing

Who should attend

RBNC designed this program for all levels of management, from Country Managers to Sales Force Effectiveness Managers and First-line Managers

What you will cover

Module 1: The importance of Customer Matrix

  • The importance of categorizing customers in your sales plan
  • How it is impact to your sales performance and KPIs
  • The importance of customer matrix in market and business development, channel development, KOL/Referral development

Module 2: Categorize customers and Matrix Development

  • Evaluate the potential and adoption criteria
  • Quantify criteria for the matrix
  • Assess the product penetration for each customer
  • Techniques to approach each customer category

Module 3: Implement Customer Matrix

Group exercise 1:

  • Each team has to choose 4 existed customers to categorize in A, B, C and D.
  • Map out approach techniques to leverage and maximize all marketing tools at your organization

Group exercise 2:

  • Each team has to choose 4 new customers to categorize in A, B, C and D.
  • Map out approach techniques to leverage and maximize all marketing tools at your organization
Study Time

This practical training program is designed with:

16 hours training - 2 days

Schedule