The overall structure to the Performance Selling Approach (PSA)
PSA – the interaction of Segmentation – Marketing & Sales-process and sales force Education
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The sales of cement
The sales of cement, aggregates, mineral components & chemical admixtures is based on representative application-driven Segmentations.
Fit-to-application
The «fit-to-application» benchmark operates with the aid of a complex PSA-INIT system (CPTS, field testing…). The results provide the performance-price ratio for cement, MIC, sand and chemical admixtures from consumer point of view.
The performance selling
The PSA does not stop by marketing features and advantages, the system follows consequently the «path of investigating real needs». This results in creating tangible benefits to all in business involved partners (The so called PSA «benefit sharing»).