Bullet points for setting up instititional sales

All business organisations needs to have a well oiled institutional sales wing to add on to it prestige, health,sustanability,penetration,add on to the total profitability of the unit.
It has been observed that organisations who are both in trade and institutional sector the persentage of institutional sales must be at least 33% of the total turnover, this rule is followed by millions of organisation, so that they have the desired market share and profits.
Here we discuss how one can lay down the foundation of a platform of institutional sales, how to increase the sales.
This is the most difficult part of the entire process and will differ from organisation to organisation, market to market, product to product. But having onhand experiances for the last 21 years and gathering rich expertise from different product mix some guidlines or principals can be derived which are universally true and can be adoptde with minor modifications as the case may be.
1) Who are our customers
2) Where are they placed
3) How to reach them
4) How to increase footfall
5) Who are the competitors and what are thier strength areas
6) How to increase the revenue
7) How to increase the service level
8) Pricing of products and services
9) Customer feedback
10) What are the untapped oppurtunities
11) Analysis of the needs of customers
12) Promptness to react to changing enviourment
13) Truth and trust worthy
14) Implementation of the ideas into reality
15) Checks and controls
These are some of the points now if any organisation wants specific issues to be addressed I can hepl them out and can contact me at bose_krishnendu@yahoo.co.in