GROUP MEMBERS

JOLLY MUKHARJEE- P1820038

SIMIT POOJARI- P1820081
VISHAL JAIN- P1820092
VIVEK JHA- P1820093
 Purpose
 Objective
 Papers cited
 Method used
 Findings (Reviews)
 Learning outcome
 To study the importance of customer selection and how
intelligent opportunity management helps companies scale
their selling incentives.
 To understand the differences between transaction buyers and
relationship buyers and know the cost implications.
 To reach a better understanding of the cross functional
implication of BusinessProcessingCo.’s selling efforts and
results.
1. P.D. Reynolds and R. Curtin, “Panel Study of Entrepreneurial Dynamics II: Data Overview,”
working paper 1023086, 2007 Kauffman Symposium on Entrepreneurship and Innovation
Data, Nov. 2, 2007, http://ssrn.com.
2. In the Capital IQ database, which provides data on public and private companies, investment
firms and capital transactions, there are 43,785 companies founded in the year 2000, of which
5.8% reached $10 million in sales and 1.6% reached $50 million by 2010. For the 36,869
companies founded in 2003, 5.1% reached $10 million and about 1% reached $50 million by
2010; and for the 32,086 companies founded in 2006, the comparable figures are 3.7% and
about 1%, respectively.
3. A. Agrawal, O. Nottebohm and A. West, “Five Ways CFOs Can Make Cost Cuts Stick,”
McKinsey Quarterly (May 2010).
 Importance of identifying the customers
 Regular updation of the customer profile
 In order to be successful it is necessary to align selling
program with customer opportunities