| 1.1 Portfolio
32 Sales Portfolio | |
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| 1.1.32. Sales Portfolio: | | 1. Sales management is a composite of CRM and task management to create evidence of who did what and when. Sales management is dominated by evidence, evidence of meetings, evidence of orders and evidence of account management. | | 2. "Miller Heiman" is the recommended sales methodology, however this is not mandated. The critical thing is that some sales methodology is mandatory so policies and procedures can be automated and activity measured. |
| 2. CRM: | | 1. The CRM is an address list of prospects and customers: names, addresses and contact details. | | 2. Task Management is a list of activities done and planned (scheduled) - events that can be shown in a diary. Task management is about evidence creation regarding every CRM interaction that is documented as a task. Task management evidence is proven by sharing the data with the customer (prospect, client, supplier, business associate). If a meeting took place a trip report must exist and be shared with all parties at the meeting. If a trip report does not exist, then the meeting did not take place. |
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