IllustrativeExampleofDeterminationofAreatoBenchmarkTitleProblemIdentifiedUnderstandCriticalSuccessFactorsUnderstandtheBusinessProcessesInvolvedPrioritiseProcessesforExaminationScopeProjectSaleslevelsfallingMarketsharereducingCustomerrequiresregularcontactwithsalespersonSalesstaffareorganisedbycustomerRoutinesforsalesstaffvisitstocustomersareformulatedTrainingisgiventosalesstaff,teachingthemcust...