Precision selling is a systematic process for segmenting customers and prospects and for developing and implementing segment-specific account coverage strategies. An effective precision selling program ensures that a sales force customizes its selling process for enhanced effectiveness. It also assures that best practices are part of the organizational knowledge of the company.

In this chapter you will learn:

• What the elements of a precision selling system are and how they are linked together to enhance productivity
• The different ways in which customers and prospects can be segmented using data on account profile, behavior and needs
• The choices that have to be made with regard to how accounts in different segments are covered
• The implementation issues that arise with precision selling programs
• Useful insights that will help you ensure that the implementation of your precision selling program is successful