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Home  | How we help clients |  Executive Education  | Learning Centre 
September 22 2019.
Is your organisation Sales driven organisation or Marketing?

Here's how you can decide.

Sales-Driven Behavior.

1. Very broad business definition.
2. Wait for opportunities to present themselves.
3. Try to seize all opportunities-target everyone.
4. Slip products between segments.
5. Try to find new markets for existing products.
6. Generally confuse customers (and employees).
7. Mediocre at many things.
8. Want a sale.

Market-Driven Behavior.

1. Have a fairly narrow & well defined business definition.
2. Create their own future by seeking consistent opportunities.
3. Ignore inconsistent opportunities.
4. Develop new products for current customers.
5. Target market segments precisely, or stay out.
6. Do a few things exceedingly well.
7. Want a customer.

Sales-driven organizations tend to be short-term planners; more interested in short term gains than long-term presence. While market-driven organizations require significant long-term planning, the rewards are also long term in that you establish valuable customer relationships.

Successful organizations Plan, Organize & Execute their sales & marketing activities to develop long-term association with the market & customers.

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