Question

You're the chief sales and marketing officer for Western Health Products, a manufacturer of a wide range of medical products for home, medical office, and hospital use. Some of your customers have buyers who make their own purchasing decisions, whereas other customers have lengthy decision-making processes involving many people within the organization. Given the variations in your customers, what could you do to make your marketing and sales processes more efficient?

Answer 1

You can focus your marketing and sales more on customers that have buyers who make their own purchasing decisions

Step-by-step explanation:

Marketing and sales efficiency means getting more sales conversions with little amount of expended effort.

It will be beneficial to focus on customers who have buyers that are decision takers. This makes convincing the prospect and closing the sales deal an easier task . This is because you are dealing with only one person who has the final say in the business. Convincing him/her automatically means that you have the sales deal.

However, with the other customers who have lengthy decision-making processes involving many people within the organization, you will be dealing with convincing multiple people at the same time, before the sales deal is closed. this makes it harder to close more sales deals and increase sales.