2. Full Form Of SPANCO
• S= Suspect
• P= Prospect
• A= Approach
• N= Negotiations
• C= Closure
• O= Order
3. Suspect
• Here the job of the sales man is to investigate about the
particular account or customer . Here they need to check the
contact person – money , authority ,need.
4. Prospect
• Here the role of the sales man is to handle the account as yes to
move foreword or to drop . They really have to look whether the
need is there or not . After checking that they need to prospect
the account to handle by building good relationship with other
employees of the company too . Hence here the prospecting of
account takes place .
5. Approach
• Here the sales person need to look at the account to handle in a
positive manner . They need to be in touch with the customers to
find out the compititors in the account . They need to look at the
things in a proper manner to handle the pricing . Here they need
to built relationship with purchase , marketing , HR & Finance
dept . Checking & Submitting your quoted pricing .
6. Negotiations
• Here the pricing takes place , where the sales person need to be
careful . Here it all depends how you check your targets , profit
margins & customer . Hence the negotiations happens on mutual
understanding of both the parties .
7. Closure
• After negotiations it comes the point of closing the deal . Here the
salesman needs to agree with the terms & conditions including
price , delivery , warrenty . After in agree with the party the deal
is said to be closed .
8. ORDER
• Here the purchase order comes into picture . Sales people need to
pick the order from the party by agreeing on the terms &
conditions ( payment & Delivery ) .
