Sales Management Process

Sales Process Structure

In accordance with the kind of sold product the sales process structure for each commercial company may undergo some variations, but on the whole the sales process is guided by a common scheme. The structure of a typical s ales process includes following stages:

1. Prospecting
2. Pre-approach
3. Approach
4. Making the presentation
5. Overcoming objections
6. Closing the sale
7. Follow-up

Prospecting

At prospecting stage salesperson identifies and develops a list of potential clients from a wide variety of sources, such as trade shows, commercially-available databases or mail lists, etc. Prospecting activities should be clearly structured to identify only potential clients who can, will and are authorized to buy the product or service. Read more

Pre-approach

At pre-approach stage salesperson analyzes all available information about a prospect to understand as much about the client and his current needs as possible. During the Pre-approach phase sales professional develops a preliminary overall strategy for the sales process, keeping in mind that the strategy may have to be refined as he or she learns more about the prospect. Read more

Approach

At approach stage sales professional meets the prospect, provides him with the introduction about the product, establishes the foundation of friendly relationships and asks open-ended questions to learn more about the prospect and his or her needs. Read more

Making the Presentation

During the presentation phase the sales professional demonstrates the product in the light of the needs and wants of the prospect. Sales professionals should address the needs of the potential client as fully as possible by showing that he or she truly understands and cares of the potential client needs. Read more

Overcoming Objections

At overcoming objections stage the sales professional uncovers prospect’s objections and asks clarifying questions in order to overcome them and give the prospect more information about the product. Read more

Closing the Sale

At closing stage the salesperson asks the client for the order and adequately addresses any final objections or obstacles that may appear. If the prospect gives an answer other than "yes", it may be a good opportunity to identify new objections and continue selling. Read more

Follow-up

At follow-up stage the salesperson makes sure the product was received in the proper condition, at the right time, installed properly and that the entire process was acceptable for the customer. Diligent follow-up can also lead to uncovering new needs, additional purchases, and also referrals and test imonials which can be used as sales tools. Read more