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Marketing: Difference between revisions
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:In ''Management of a Sales Force'' (12th Ed. p. 66) by Rich, Spiro and Stanton a "sales process" is presented as consisting of eight steps. These are: | :In ''Management of a Sales Force'' (12th Ed. p. 66) by Rich, Spiro and Stanton a "sales process" is presented as consisting of eight steps. These are: | ||
:** Prospecting / initial contact | :** Prospecting / initial contact | ||
:** Preapproach - planning the sale | ::** Preapproach - planning the sale | ||
:** identifying and cross questioning | :::** identifying and cross questioning | ||
:** Need assessment | ::::** Need assessment | ||
:** Presentation | :::::** Presentation | ||
:** Meeting objections | ::::::** Meeting objections | ||
:** Gaining commitment | :::::::** Gaining commitment | ||
:** Follow-up ( Wikipedia ) | ::::::::** Follow-up ( Wikipedia ) | ||
* '''[[w:Sales process engineering|Sales process engineering]]''' is the [[w:engineering|engineering]] of better [[w:sales process|sales process]]es. It is thus the quest to design better ways of [[w:selling|selling]], making [[w:sales|salespeople's]] efforts more productive. ( Wikipedia ) | * '''[[w:Sales process engineering|Sales process engineering]]''' is the [[w:engineering|engineering]] of better [[w:sales process|sales process]]es. It is thus the quest to design better ways of [[w:selling|selling]], making [[w:sales|salespeople's]] efforts more productive. ( Wikipedia ) | ||