1.
Understanding Sales Process
& Introduction to CRM

2.
Aghaez Introduction

3.
Who we are
100% Afghan owned leading organization
trusted for business consulting services,
located in Kabul-Afghanistan
What we do
1. Marketing Consulting
2. Management Consulting
3. Information System Consulting
Clients

4.
Corporate Video

5.
The Sales Process

6.
Start
Grow
Keep
Going
Business
stages to
manage
strategically

7.
Customer
lifecycle
Customer life cycle is a term
used to describe the
progression of steps a
customer goes through when
considering, purchasing,
using, and maintaining loyalty
to a product or service

8.
Customer
lifecycle

9.
What is sales
process?
Steps involved in making a
buyer to accept a product or
service as a value and pay for
that

10.
Different Models

11.
Sales activities
Prospecting
Targeting
Communicating
Selling
Follow-up
Information
Gathering

12.
• Searching for prospects or
leads in data sources like:
– Magazines,
– Directories,
– Trade Shows,
– Cultivate Referrals,
– Internet
– Outdoors
– TV & Radio
– Or your own marketing efforts
1. Prospecting

13.
• Deciding how to allocate
time among prospects and
customers by prioritizing
customers based on
– Demand
• Hidden
• Revealed
– Purchasing power
– Decision pattern
2. Targeting

14.
• Communicating information
about the products/services,
– Decide on the best approach of
communication
– Select best timing to deliver the
information
– Plan an overall sales strategy for the
prospect
3. Communicating

15.
• Approaching, presenting, answering
objections, and closing sales,
– Approach:
• Plan the relationship for a good start
• Understand the Need
– Presentation:
• Customer Oriented
• Select the best approach to present
– Canned
– Formulated
– Need – Satisfying
– Overcome Objections
• Clarify the objection
• Make the buyer to answer his own
questions
4. Selling

16.
• Follow-up and maintenance are
necessary to ensure customer
satisfaction and repeat business.
– Immediate terms negotiations
– Providing various services to
customers
– Consulting on problems
– Rendering technical assistance
– Relationship calls
5. Follow-up

17.
• Conducting market research and
doing intelligence work
– Analysis of information generated
in each step
– Finding out the best method
worked to close sales
– Finding out the worst practices
6. Information
Gathering

18.
Floor is open for you!
Q&A

19.
Introduction to CRM

20.
a system for managing a
company's interactions with
current and future customers.
It often involves using
technology to organize,
automate, and synchronize
sales, marketing and
customer service.
What is CRM?

21.
• Marketing team hunts for
leads and prospects and
pass it on to the sales team
Marketing

22.
• Sales team track the
opportunities, start to
approach, close the deal
and pass on the customer to
the technical and customer
service team
Sales

23.
• The first sell is always result of
sales team, the subsequent are
result of CS efforts
• Customer service team arrange
to maintain the customer
through entertaining each and
every issue customer faces or
potential issue customer may
face
Customer
service

24.
Some of
available CRM
Solutions

25.
Floor is open for you!
Q&A

26.
THANK YOU
+93799 476 519 | business@aghaez.com | www.aghaez.com