Chapter 2: Postal Operations
I. Commercial Sales
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The Sales organization is responsible for the development, implementation and evaluation of all commercial sales and account management plans, programs, and policies nationwide. The objective is improved retention and growth, effective and efficient customer messages across all selling points and improved levels of customer satisfaction resulting in an expanded customer base. Sales priorities include:

  • Optimize the effectiveness of the Sales channel and meet customer needs.
  • Grow high contribution revenue from existing managed accounts.
  • Deploy new channels to identify and grow customer base.
  • Understand the root causes of leakage and take appropriate corrective action.
  • Improve Sales channel effectiveness.
  • Improve customer satisfaction.
TABLE I-12002 Revenues Managed by the Sales Channel:
National Accounts*

$14.5 Billion

Premier Accounts**

$19.9 Billion

 *  The approximately 250 largest mailers
**  The approximately 14,000 next largest mailers

The Business Service Network is a nationwide network of service contacts that are responsive to the service needs of National and Premier customers (established accounts) through a single point of contact for resolving local customer service issues. The nationwide network is focused on building better customer relationships through superior customer service, communications, and information to our customers.

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Chapter 2 Table of Contents

A.  Public Perceptions, Customer
     Outreach and Mailer Liaison

B.  Product Development

C.  International Mail

D.  Mail Volume and Service

E.  Mail Distribution

F.  Delivery Unit Operations

G.  Stamp Services

H.  Licensing Program

I.  Commercial Sales

J.  Retail Programs:
     Building the Core

K.  Pricing and Classification

L.  Marketing Technology and
     Channel Management

M. The Internet:
     Transforming the Way We Connect
      with Our Customers

N.  Technology

O.  Operations Planning

P.  Financial Management