Once these profiles of the existing customers
were developed, a computer program matched the
profiles of the “good,” “better,” and “best” customers
with the remaining 6,000+ companies remaining in the
prospect database. Prospects were identified that had
profiles similar to the profiles of the valued customers.
“Clusters” of similar prospects were identified and
were placed into “good prospects,” “better prospects,”
and “best prospects” categories. As a result of this
matching process, an additional 3,000+ prospects were
eliminated from further consideration and were purged
from the database. Just under 3,000 prospects then
remained in the database.
Once these profiles of the existing customerswere developed, a computer program matched theprofiles of the “good,” “better,” and “best” customerswith the remaining 6,000+ companies remaining in theprospect database. Prospects were identified that hadprofiles similar to the profiles of the valued customers.“Clusters” of similar prospects were identified andwere placed into “good prospects,” “better prospects,”and “best prospects” categories. As a result of thismatching process, an additional 3,000+ prospects wereeliminated from further consideration and were purgedfrom the database. Just under 3,000 prospects thenremained in the database.
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