Regional
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To generate regional sales leads, a salesperson used online sources to find towns within 50 miles of their office in Agawam, MA based on zip codes, downloaded the data to Excel, converted zip codes to text, uploaded to an Access database to create a Zip Code Table, then used a query to cross reference zip codes and facilities to create a list of potential clients within 50 miles. The plan was then updated to find facilities within 25 miles by changing the query criteria and re-running it.
Regional
- 1. Regional Client Targeting Create actionable list of prospective clients within your region
- 2. Keep it local Your sales results are strongest when your clients have face to face interaction with your sales people.
- 3. You need your state database sorted into regions to make the connections that generate sales
- 4. Research Used internet based source to locate towns within 50 mile radius of Agawam, MA. The search was based on zip codes.
- 5. Prepare file Download file to Excel. In this particular scenario, due to the leading zeroes, the zip codes needed to be converted to text prior to uploading into Access. Upload file to Access creating Zip Code Table.
- 6. MS Access query cross references zip codes with facility to provide list of potential clients within 50 miles of office location.
- 7. New Plan: Create list of facilities within 25 miles of office location. Change query criteria The criteria for distance was set for less than 25 (miles) Re-run the query