The target market segment manager has one goal in his or her short job life—Transform a visionary customer relationship into a potential beachhead for entry into the mainstream vertical market that that particular customer participates in. If Citicorp is the client, then it is banking; if Aetna, insurance; if DuPont, chemicals; if Intel, semiconductors. The process works like this: Once you have closed such an account as part of an early market sales program, assign the target market segment manager as its account manager with a charter that allows him the kind of extensive customer contact
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