2. SPANCOP
 Suspect
A company or opportunity that meets the strategic direction of your business.
 Prospect
A company or opportunity that has been qualified and has the opportunity to become
a customer of XXX. Position the Company in specific targets.
 Analysis/Approach
Understand the Customer's business.
Discover needs.
 Negotiate
Win/Win, using most appropriate CVP’s/Standard Offer.
 Contract/Close
Confirming final commitment.
 Order
Setting up the account.
Deliver as Promised.
 Payment
Has the whole transaction gone through smoothly – order to cash.
" No sale is complete until the money is paid.“
 Post-sale service
Define post-sale services. (Esto se lo añadí yo, de manera que sería SPANCOPP)