This module treats potential estimation in business-to-business selling environments. Estimating potential at the market, segment, territory, or customer level is critically important for sales organizations. By correctly sizing potential, sales forces are better able to deploy resources, set achievable goals, and measure performance.

The modules focuses on the aspects of market potential estimation that are most important for sales leaders and sales force effectiveness professionals. Because business-to-business markets often have limited access to market data, focus is given to strategies for estimating potential where this is the case.

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