Sales and its knowledge of the customer:
5. Do you know what the customer knows,feels and believes about your company?
6. What surveys are used to determine what customers know about your products&services ?
7. How often are these conducted?
8. Have you ever asked what they know, feel, believe about your competition?
9. Is it different from what you want customer’ sto ‘feel’, about your company?
10. What do you want the mto ‘believe’, ‘know’, about your company?
11. Is your plan market driven or engineering driven (build it and they will come)?
12. Do you know how your company develops new business opportunities?
13. Do you use any type of strategic account management practices? If so, what?
14. How would you define the company’s Unique Selling Proposition (USP)