Simple definition of salesBuyingCompanyProspectingQualificationInitial meetingNeeds analysisProduct/Service demoProposal p...
BuyingCompanyProspectingQualificationInitial meetingNeeds analysisProduct/Service demoProposal presentationObjection handl...
ProspectingQualificationInitial meetingNeeds analysisProduct/Service demoProposal presentationObjection handling Negotiati...
ProspectingQualificationInitial meetingNeeds analysisProduct/Service demoProposal presentationObjection handling Negotiati...
ProspectingQualificationInitial meetingNeeds analysisProduct/Service demoProposal presentationObjection handling Negotiati...
ProspectingQualificationInitial meetingNeeds analysisProduct/Service demoProposal presentationObjection handling Negotiati...
ProspectingQualificationInitial meetingNeeds analysisProduct/Service demoProposal presentationObjection handling Negotiati...
ProspectingQualificationInitial meetingNeeds analysisProduct/Service demoProposal presentationObjection handling Negotiati...
Problem?Cash-out before Cash-inOrPay others before you getpaid15 May 2013 Author: Ashraf Osman
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  1. 1. Simple definition of salesBuyingCompanyProspectingQualificationInitial meetingNeeds analysisProduct/Service demoProposal presentationObjection handling NegotiationClosingOrder processingFollow upProducingCompanySellingCompanyProducingCompanyMaterials acquired and coordinated to deliveran end product that will deliver a greater valueLarger than the sum of parts15 May 2013 Author: Ashraf Osman
  2. 2. BuyingCompanyProspectingQualificationInitial meetingNeeds analysisProduct/Service demoProposal presentationObjection handling NegotiationClosingOrder processingFollow upProducingCompanySellingCompanyProducingCompany• Achieve a goal,• Solve a problem,• Capture a lost opportunity• Satisfy a need.• Feature 1• Feature 2• Feature 3• Feature 4ValuepropositionA bigger Picture15 May 2013 Author: Ashraf Osman
  3. 3. ProspectingQualificationInitial meetingNeeds analysisProduct/Service demoProposal presentationObjection handling NegotiationClosingOrder processingFollow upSellingCompanyProducingCompany• Achieve a goal,• Solve a problem,• Capture a lost opportunity o• Satisfy a need.• Feature 1• Feature 2ValuepropositionProducingCompany• Feature 3ProducingCompany• Feature 4BuyingCompanyA bigger bigger Picture15 May 2013 Author: Ashraf Osman
  4. 4. ProspectingQualificationInitial meetingNeeds analysisProduct/Service demoProposal presentationObjection handling NegotiationClosingOrder processingFollow upSellingCompanyBrandOwnerOrder placement conditionsProduction lead timePayment (advance, LC, Payment BG)Delivery time.Installation & implementation.Credit rules.Fiscal/financial yearBrandOwner Channel modelChannel modelChannel modelBrandOwnerA realistic Picture15 May 2013 Author: Ashraf Osman
  5. 5. ProspectingQualificationInitial meetingNeeds analysisProduct/Service demoProposal presentationObjection handling NegotiationClosingOrder processingFollow upSellingCompanyBrandOwnerBrandOwner Local distributorMultiple Value add resellersBrandOwnerSupport / renewal through internationalOrder placement conditionsProduction lead timePayment (advance, LC, Payment BG)Delivery time.Installation & implementation.Credit rules.Fiscal/financial yearPayment against LC50% advance & 50% upon delivery50% adv. , balance after 60 daysA realistic PictureRegional Master Distributor (new purchase)15 May 2013 Author: Ashraf Osman
  6. 6. ProspectingQualificationInitial meetingNeeds analysisProduct/Service demoProposal presentationObjection handling NegotiationClosingOrder processingFollow upSellingCompanyBrandOwnerBrandOwnerLocal distributorMultiple Value add resellersRegional Master Distributor (new purchase)BrandOwnerSupport / renewal through internationalBuyingCompany• Achieve a goal,• Solve a problem,• Capture a lost opportunity• Satisfy a need.Differentset ofT’c & C’sBuyingCompanyA realistic Picture15 May 2013 Author: Ashraf Osman
  7. 7. ProspectingQualificationInitial meetingNeeds analysisProduct/Service demoProposal presentationObjection handling NegotiationClosingOrder processingFollow upSellingCompanyBrandOwnerBrandOwnerLocal distributorMultiple Value add resellersRegional Master Distributor (new purchase)BrandOwnerSupport / renewal through internationalBuyingCompanyDifferentset ofT’c & C’sBuyingCompanyPOPOPOPOA realistic Picture15 May 2013 Author: Ashraf Osman
  8. 8. ProspectingQualificationInitial meetingNeeds analysisProduct/Service demoProposal presentationObjection handling NegotiationClosingOrder processingFollow upSellingCompanyBrandOwnerBrandOwnerLocal distributorMultiple Value add resellersRegional Master Distributor (new purchase)BrandOwnerSupport / renewal through internationalBuyingCompanyDifferentset ofT’c & C’sBuyingCompanyInvoiceInvoiceInvoicePOInvoiceA realistic Picture15 May 2013 Author: Ashraf Osman
  9. 9. Problem?Cash-out before Cash-inOrPay others before you getpaid15 May 2013 Author: Ashraf Osman
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