| • |
Are your target markets clearly defined to avoid
overlapping? |
| • |
Do you have a program to regularly monitor your
marketing plan? |
| • |
Are your sales files efficiently maintained
to ensure a smooth transition if personnel changes occur? |
| • |
Are your salespeople involved in the
community in non-industry related organizations? |
| • |
Are your reader files maintained and
monitored regularly? |
| • |
Have you clearly identified the sources
of origin for your business geographically? By industry? |
| • |
Is your sales staff’s time spent
primarily with clients? |
| • |
Do your salespeople have a specific
set of daily goals and action steps to follow? |
| • |
Are you aware of your competition’s
strengths and weaknesses? Do you incorporate them in you sales
presentation? |
| • |
Is there someone you can contact for
advice when you have a question regarding a public relations
idea or sales promotion event? |
| • |
Has your sales effort exceeded your
forecast? |
If you answered no to two or more of these questions, you may not
be realizing your potential in today’s competitive market.
