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This document outlines the steps in a sales process from prospecting new customers, prioritizing efforts, evaluating customer needs, selecting targets, preparing sales calls and presentations, making presentations, closing sales, and following up after sales and purchases to maintain relationships. It also lists three approaches to sales presentations: prepared, consultative, and formula-based.
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Data
- 1. Prospect for new customers Set effort priorities Evaluate needs of established customers and business opportunity Select target customer Preplan sales call and presentation(s) Makes sales presentation Close sale Follow up after the sales call to establish relationship Follow up after the purchase to maintain and enhance relationship
- 2. Prepared approach to Sales Presentation Consultative selling approach to Sales Presentation Selling formula approach to sales presentation