sales process and quick introduction to crm
TRANSCRIPT
Understanding Sales Process & Introduction to CRM
Aghaez Introduction
Who we are100% Afghan owned leading organization trusted for business consulting services, located in Kabul-Afghanistan
What we do1. Marketing Consulting2. Management Consulting3. Information System Consulting
Clients
The Sales Process
Start
GrowKeep Going
Business stages to manage strategically
Customer lifecycle
Customer life cycle is a term used to describe
the progression of steps a customer goes through
when considering, purchasing, using, and maintaining loyalty to a
product or service
Customer lifecycle
What is sales process?
Steps involved in making a buyer to accept a
product or service as a value and pay for that
Different Models
Sales activities
Prospecting
Targeting
Communicating
Selling
Follow-up
Information Gathering
• Searching for prospects or leads in data sources like:
– Magazines, – Directories, – Trade Shows,– Cultivate Referrals,– Internet– Outdoors– TV & Radio– Or your own marketing
efforts
1. Prospecting
• Deciding how to allocate time among prospects and customers by prioritizing customers based on
– Demand• Hidden• Revealed
– Purchasing power– Decision pattern
2. Targeting
• Communicating information about the products/services,
– Decide on the best approach of communication
– Select best timing to deliver the information
– Plan an overall sales strategy for the prospect
3. Communicating
• Approaching, presenting, answering objections, and closing sales,
– Approach: • Plan the relationship for a good
start• Understand the Need
– Presentation:• Customer Oriented• Select the best approach to present
– Canned– Formulated– Need – Satisfying
– Overcome Objections• Clarify the objection• Make the buyer to answer his own
questions
4. Selling
• Follow-up and maintenance are necessary to ensure customer satisfaction and repeat business.
– Immediate terms negotiations
– Providing various services to customers
– Consulting on problems– Rendering technical
assistance – Relationship calls
5. Follow-up
• Conducting market research and doing intelligence work
– Analysis of information generated in each step
– Finding out the best method worked to close sales
– Finding out the worst practices
6. Information Gathering
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Introduction to CRM
a system for managing a company's interactions with current and future
customers. It often involves using
technology to organize, automate, and
synchronize sales, marketing and customer
service.
What is CRM?
• Marketing team hunts for leads and prospects and pass it on to the sales team
Marketing
• Sales team track the opportunities, start to approach, close the deal and pass on the customer to the technical and customer service team
Sales
• The first sell is always result of sales team, the subsequent are result of CS efforts
• Customer service team arrange to maintain the customer through entertaining each and every issue customer faces or potential issue customer may face
Customer service
Some of available CRM Solutions
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