Strategic Principles For Optimizing Cooperation With Clients In Regions Of Various Sizes
Abstract
The study aims to develop principles for optimizing the work of sales personnel with a client base. The potential and level of customer loyalty, as well as the size of a region served by the sales department employee were used as initial criteria that determine the approach to the optimization principles. The authors introduced new indicators: attractiveness of the client's complex potential (allowing to link the volume of total purchases of a certain group of goods by the client with the priority level of this group for the sales department employee, reflected in his key performance indicator), the index of client's readiness to cooperate and feasibility of the client's complex potential. The expediency of using the attractiveness of the complex potential of the client (reflecting the total potential of a particular client for the main groups of goods) is due to the fact that the level of attractiveness of each component of the client's potential, formed by the purchase of the corresponding group of goods, depends on the volume of financing (total volume of purchases of this goods group) and the importance of the key performance indicator (activities of the sales department employee), aimed at selling the goods group. The authors developed formulas for calculating all indicators and original matrix tools (two- and three-dimensional matrices), which can be used when developing the optimal distribution of the sales personnel's working time between different groups of clients.
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This work is licensed under a Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License.
About this article
Publication Date
29 November 2021
Article Doi
eBook ISBN
978-1-80296-116-4
Publisher
European Publisher
Volume
117
Print ISBN (optional)
-
Edition Number
1st Edition
Pages
1-2730
Subjects
Cultural development, technological development, socio-political transformations, globalization
Cite this article as:
Dimitriadi, N. A., & Evtushenko, N. M. (2021). Strategic Principles For Optimizing Cooperation With Clients In Regions Of Various Sizes. In D. K. Bataev, S. A. Gapurov, A. D. Osmaev, V. K. Akaev, L. M. Idigova, M. R. Ovhadov, A. R. Salgiriev, & M. M. Betilmerzaeva (Eds.), Social and Cultural Transformations in The Context of Modern Globalism, vol 117. European Proceedings of Social and Behavioural Sciences (pp. 1936-1942). European Publisher. https://doi.org/10.15405/epsbs.2021.11.255