How does it?

Based on the company's vision is filled together with customers. In this document, which is also a strong moment of reflection on the company's choices, together defining the target customer, the benefits (business, product and service) to offer customers in relation to competition and to give a more real to them.

PGP (Programmed growth plan)
At this stage we enter in the specific activities that will generate revenue.
We define customers by category, name and any erosion potential and the one of the previous year.
For each activity we will set a time within which must be conducted and its targets.
Reports of the various activities are usually drawn weekly.

In a specially prepared form studying the strategy of the visit that you are going to face discussing the various options and possible resistance but especially how to overcome them.
Defines a target maximum and minimum for each visit and detailed description of actions taken to achieve them.