A low-cost approach to the development of a new sales management tool (French)

Date of publication: September 1, 1978


The problem we had to resolve was of the simplest kind - the kind that can be handled in a matter of seconds by referring either to experience or to the findings of a survey panel, at least for a business working in ordinary kinds of market: that of finding out the firm’s position on each market where it is operating. We consider that we are involved in a transportation market, with more than 2 million journeys being "consumed" each day in the Greater Paris Region by people living there. Out of this total, a certain proportion is accounted for by the public transport services, which we refer to as our market share. In recent times, this concept has taken on greater significance than previously.

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