9. 1 - Analyze and Classify Customers Level 2 1.1 Identify/Add Customer/ Modify 1.2 Analyze Customer Details 1.3 Segment Customers 1.4 Validate 1.5 Identify Key Accounts 3.3 Review Performance KA? Non KAs KAs 3.1 Plan Call Activity 2.1 Profile Account
10. 1.1 - Identify/Add Customer Level 3 1.1.4 Determine whether to add Add? No Yes Reject Customer 1.2.1 Enter Data 1.1.5 Management Confirmation 1.1.1 Collect Information 1.1.2 Review Information 1.1.3 Classify Type
32. 3.2 - Execute Contact Level 3 3.2.1 Prepare for contact 3.2.2 Open Contact 3.2.4 Match product to needs 3.2.6 Close Contact 3.2.7 Document Contact 3.2.3 Understand Needs 3.2.5 Gain commit- ment 3.3.4 Individual Sales Effectiveness Assessment 3.1.6 Organize Logistics 3.3.2 Individual analysis of sales performance data