Commence Industrial Crm Shares Recommended Ways To Gather Customer Information
By Larry Caretsky
In an effort to help industrial distributors and manufacturers thrive, Commence Corporation presents Practices That Pay: Leveraging Information to Achieve Industrial Selling Results, a compendium of smart practices from the leading industrial sales and marketing experts and organizations that are growing in today's challenging environment.
According to Larry Caretsky, President of Commence Corporation (www.commence.com/mfg./) "Below is a list, based on research and interviews with smart industrial distributors and manufacturers; these are the recommended ways to gather customer information.
.Market surveys, conducted in person by your sales reps and/or management team, garner useful information and prove to customers that you are truly interested in their needs..Use focus groups of customers and prospects to explore needs and perceptions of your market..Create customer and/or distributor advisory boards..Create a Web site where customers can experiment with your products or services..Conduct regular tours of customers' plants and warehouses with your management team to see how they use your products and services..Complete a series of day-in-the-life interviews, where the prospect shares with you all of their typical daily activities..Study purchasing best practices, as more industrial customers have professionalized purchasing and are rigorous in
