course

Selling to Profitable Customers

New Course
1 Hour (On-Demand)
1 CPE  

This course is a premium+ course it can be accessed either by individual purchase or through a premium+ subscription

Purchase this course | $42

In this course we examine the key strategies for boosting profitability by concentrating your organization’s sales effort through sales. We will start with a brief overview of the importance of knowing who your best customers are, what they buy and when they buy it.

This leads to a conversation about four categories of customer; high sales/high profit, high sales/low profit, low sales/high profit, low sales/low profit and the importance of encouraging customers that deliver profit high sales/high profit and boosting profitability by nurturing customers than provide high profit/low sales.

Then we explore making a judgement to expand your customer base by finding new customers with a similar profile to existing profitable customers. This course serves to examine how to work with and find new ‘best’ customers.

Learning Objectives
  • Explore the importance of knowing who your best customers are, what they buy and when they buy it.
  • Identify four categories of customer and the importance of encouraging high sales/high profit customers and boosting profitability by nurturing customers than provide high profit/low sales.
  • Discover how to make a judgement to expand your customer base by finding new customers with a similar profile to existing profitable customers.
Last updated/reviewed: March 5, 2024

Included In Certifications

This course is included in the following Certification Programs:

8 CoursesImproving Productivity and Profitability Certification

  1. Introduction to Improving Productivity and Profitability
  2. Uncovering and Managing Costs
  3. Reviewing Products and Price
  4. Effectiveness and Cutting Waste
  5. Selling to Profitable Customers
  6. Tool kits and Techniques for Expansion and Development
  7. Boosting Productivity and Competitiveness
  8. Planning for Change and Growth
1 Review (4 ratings)

Reviews

4
Anonymous Author
This was a good sales course... not much more to say about that

Prerequisites
Course Complexity: Foundational

No advanced preparation or prerequisites are required for this course.

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Instructor for this course
Course Syllabus
INTRODUCTION AND OVERVIEW
  Selling to Profitable Customers1:08
  Key Concepts9:32
  Know Your Customers11:25
  Categories of Customers13:37
  Expanding Your Customer Base13:37
  Conclusion 3:05
CONTINUOUS PLAY
  Selling to Profitable Customers50:29
SUPPORTING MATERIAL
  Slides: Selling to Profitable CustomersPDF
  Selling to Profitable Customers Glossary/ IndexPDF
REVIEW AND TEST
  REVIEW QUESTIONSquiz
 FINAL EXAMexam