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ZS Report - Delivering on segmentation's promise
Date Published: 01 May 2010
Long recognised as valuable, customer segmentation is commonly viewed by many organisations as the 'key' to winning sales efficiently and effectively. Yet despite the history and ubiquity of the concept of customer segmentation, organisations frequently fail to capture the factors differentiating customers, or translate knowledge into action that delivers on the promise of segmentation. This article outlines four guiding principles that will help sales and marketing teams develop and deploy customer segmentation successfully...
Date Published: 01 Mar 2010
As the healthcare market has evolved, the pressure to change the pharmaceutical selling model has increased as well. As part of these changes, the design and maintenance of pharmaceutical selling organisations have become critical to ensure long-term sales success...
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