Niche Sales Guide for the Company and Each Salesman
Detailed niche forecasts can be the foundation of business strategy.
Each salesperson should be assigned a role in pursuing relevant niches based on the percentage of the sales effort needed from him.
Each niche forecast is based on relevant facts and factors some of which are best known by the local salesman.
Therefore, this niche approach also empowers the salesman to participate in the sales forecasting process.
In terms of market strategy this approach can be implemented one niche at a time starting with the low hanging fruit.