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Marketing: Difference between revisions
→Strategic Business-to-Business Relationship Management - Session 3: + w:sales process + the 8 steps of a sales process
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* A '''[[w:performance indicator|performance indicator]]''' or '''key performance indicator''' ('''KPI''') is a type of [[w:performance measurement|performance measurement]]. KPIs evaluate the success of an organization or of a particular activity in which it engages. ( Wikipedia ) | * A '''[[w:performance indicator|performance indicator]]''' or '''key performance indicator''' ('''KPI''') is a type of [[w:performance measurement|performance measurement]]. KPIs evaluate the success of an organization or of a particular activity in which it engages. ( Wikipedia ) | ||
* A '''[[w:sales process|sales process]]''' is an approach to selling a product or service. The sales process has been approached from the point of view of an [[w:engineering|engineering]] discipline (see [[w:sales process engineering|sales process engineering]]). ( Wikipedia ) | |||
: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 | |||
:** Preapproach - planning the sale | |||
:** identifying and cross questioning | |||
:** Need assessment | |||
:** Presentation | |||
:** Meeting objections | |||
:** Gaining commitment | |||
:** Follow-up ( Wikipedia ) | |||
=== Further reading === | === Further reading === | ||