Assessing A Sales Area's Potential

Directories. It should be a matter of course for sales-teams to screen hardcopy, CD-ROM or on-line directories for companies which fit the class of industry to which they sell. The source can vary from the maps and lists sold by Market Location, to Kompass, the Commercial Classified directories and the appropriate trade journals. A straight count of the companies within a region may be a guide to the potential for a product. If, for example, one knows from experience that lithographic printers use a certain number of printer's blankets per year, then a company marketing these products can obtain a rough approximation of the area's...