Sales

The sales process is a systematic approach to sell your company's products or services. The process can be visualized as a funnel with oportunities entering at the top and some closed sales contracts at the bottom.

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 - Sales processes are different between business sectors and companies.

- In this page we will focus on the sales process for project driven organizations with high pre-sales effort including consulting companies, advertizing agencies, IT companies and other types of service companies.

Main Activities

• Marketing activities:
  Activities to attract the interest of potential customers. These activities are not part of the sales process and covered in the [marketing process].
  
  
• Lead Generation:
  Identify potential customers and enter them into the system
  
  
• Pre-Sales:
  The main objective of pre-sales is to develop a solution for the customer, based on customer input.
  
  
• Follow-Up:
  A scheduled communication with a customer some time after a previous contact
  
  
• Quoting:
  Creation of a quote
  
  
• Sales Tracking:
  Follow the progress of sales activities across the sales funnel.
  
  
• Sales Forecasting:
  Creation of a forecast of sales in the next quarter or year. The sales forecast is used by the [resource planning] process.
  
  
• Setting Sales Targets:
  This activity defines sales targets for each sales representative in the company.
  

The following activites are covered by other processes:

• Web Site
  
• Marketing in general
  
• Trade fair & exhibitions
• Preparation of marketing material
•