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Sales & Retail vocabulary · Account Management

White-space analysis

Meaning in sales & retail, with examples

nounAdvanced term

In sales & retail, white-space analysis means: An assessment of unmet needs or unserved teams within existing customer accounts that may offer growth opportunities.

In Turkish: müşteri içindeki karşılanmamış fırsatların analizi

How it is used

Use for identifying relevant gaps within existing accounts, not for assuming every unpurchased product is needed.

Example sentences

  1. White-space analysis revealed that we supplied the hospitals but none of the group's laboratories.

    The analysis identifies an unserved part of an existing customer organisation.

  2. We checked the needs behind each gap in the white-space analysis before proposing new equipment.

    An uncovered area is a research opportunity rather than automatic demand.

Common collocations

  • conduct white-space analysis
  • account white-space analysis
  • key accountOne of a company's most important customers, usually because of the size of its orders or its strategic value, which gets special attention and a dedicated manager.
  • cross-sellTo sell a customer a different but related product in addition to the one they are buying, such as a case with a new phone.

More terms: Account Management

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