Question 2: What Essential Work Is Required for Each Segment?
From the first time a customer hears about a product, to the closing of the sale, to the very last service call, many interactions with the selling company take place. Essential work consists of all of the activities required to serve a customer properly. Every contact the customer has with a company and its products is a chance for the company's offering to shine. All aspects of the interface between a firm and its customers help to ''sell.'' Salespeople are only part of this interface for most companies, and they perform only some of the essential work.
Types of Essential Work
Essential work is divided into four activities: interest creation, prepurchase, purchase, and postpurchase. ...
Get The Complete Guide to Accelerating Sales Force Performance now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
