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PMP is an account-based, structured methodology for sales professionals who manage a portfolio of accounts, and who must be responsible for, penetrate, retain, and grow those accounts. A portfolio contains a set of accounts organized by industry application, geographic location, and so on. Typically, a portfolio contains strategically important accounts that represent high-potential business for the sales organization.
PMP separates a group of accounts into four segments. Table 85 shows these segmentation groups.
The PMP methodology is integrated with Siebel Business Applications. The PMP methodology integrated in Siebel Business Applications is licensed from, and is the intellectual property of, The TAS Group.
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