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| Twelve years ago Farm Equipment Magazine writer Dr. Jim Weber discussed a similar strategy for all dealers, not just John Deere, since all manufactures have farmers divided into categories and deal with them as they desire. Here is an excerpt about how any given sales territory can be stratified into 5 meaningful categories. This is the top category:
A customers, or Partners, represent the ultimate level of accounts that purchase exclusively from a specific dealership and/or salesperson. Not only do they purchase exclusively, but they also permit the selling entity to earn a fair gross margin. With these accounts, the salesperson is truly a consultant, rather than a traditional “iron peddler.” Common sense would suggest that this group be called on even more frequently than the preceding group.
Full article: https://www.farm-equipment.com/blogs/6-opinions-columns/post/11503-n... | |
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