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glossary of terms
Sales Process
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Sales (Account Management) Process:
1. Sales may also be called Account Management. Account Management may also be called Customer Service.
2. The sales process delivered a benefit that is measured as the value of prospects who are transformed into customers.
3. The sales process has 6 documented procedures that may be assigned to internal or external approved people.   Procedures are iterative and may take some years to achieve their stated outcomes.
4. The Miller Heiman sales methodology is recommended. Helping the customer to buy is recommended.
  S. Sales process.  

Sales Procedures have Outcomes:
  S1. New Prospect procedure.     Add basic company and contact details.
  S2. Sales Qualified procedure.     Add Services that may be brokered.
  S3. Sales Quantified procedure.     Add Reading-consumption estimates to estimate spend.
  S4. Sales Objection procedure.     Add Quotations as potential spend and estimate savings.
  S5. Sales Order procedure.     ToB Signature. LoA signature. Agreement to offer supplier quotation.
  S6. Sales Handover procedure.     Sales to Broker. Prospect to Customer status.

Document Control.
1. Document Title: Sales Process.
2. Description: Bespoke Application Service: Sales Process.
3. Keywords: Bespoke Application Service, Sales Process.
4. Privacy: Shared with approved people for the benefit of humanity.
5. Edition: 1.1.
6. Issued: 2 Jan 2018.