Sales Process Flow Chart

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Sales Process Flow Chart
Developing
‘Suspects’

Sales Manager (SM) Makes
Status Check Phone Calls
* Quarterly to Selected Customers
* Monthly to Small Distributors
* Weekly to Large Distributors

Marketing Prepares
Business Development
Campaigns:
* Advertising
Press Releases
* Trade Shows
* Direct Communication
* User Conferences

Significant Items
Recorded in
Goldmine

SM Visits to Distributors:
(Quarterly- large distributors;
semi-annually – small distributors)
* Review Forecast
* Review Key Prospects
* Joint Customer Visits
* Blue Sheet Review
* Review sales / marcoms needs
* Provide sales training
Significant Items
Recorded in
Goldmine

Application Engineer (AE)
Visits to Distributors
(as agreed with SM):
Joint Customer Visits
Provide Technical Training

Customer Responses:
* Bingo Cards
* Email
* Phone Call
* Business Card

Marketing
Provides
Distributors with
* Mailshot
* Cold Call
Materials

SalesAdmin:
Log Info in Goldmine
Advise SM
Respond to Customer:
* Literature
* Email
* Phone call

Customer Interest from:
* Marketing Campaign
* Distributor Contacts
* SE Phone Calls
* Product Support Contacts
* Prior Contact with Company

Developing
Prospects
Sales Admin:
Logs Info in Goldmine
Advises SM

Engineering Review
* Possible phone call to or
visit with customer
* Provide advice to SM

SM Qualifies the Prospect
(via direct phone or via distributor)
* Prospect’s business
* Buying concept
* Application
* Budget
* Timing
* Buying influences
* Product needs
* Non-standard requirements
(Non-standard requirements &
opportunities >£250k referred to
Engineering)
Info Logged
in Goldmine

Info Logged
In Goldmine

Info Logged
in Goldmine

AE May Telephone
Customer
* To discuss technical issues
* Resolve open issues
* Advise the SM

SM May Visit Customer
(if opportunity is large or strategic)
* To build the Relationship
* Continue the Qualification
Process

AE May Visit Customer
(as requested by SM to qualify the
customer technically):
* Discuss application
* Contact buying influences
* Discuss product performance
* Present Sp irent solution
* Differentiate Spirent
* Overcome technical objections

Customer Requests
Proposal & Quote

Info Logged
In Goldmine

SM
* Defines Quote
* Defines Proposal
* Initiates QPA (if
applicable)

Sales Admin
* Prepares QPA
* Obtains Approvals

Filed in
Goldmine

Engineering
Provide Technical
Assistance (if req’d)

Filed in
Goldmine

Closing the
Opportunity

Sales Admin
Prepares Quote
SM
Reviews Quote &
Proposal
Attaches Electronic
Signature
Transmits to Customer

AE
Prepares Technical
Proposal (with
Engineering, if req’d)

Logged in
Goldmine

AE Customer
Contact to Resolve
Technical Issues

Customer Requires
Formal Contract:
MD involved in
Negotiation & Approval

Follow-up Phone Call(s) or
Visit by SM (or via distributor)
* Review Proposal & Quote
* Needs confirmation
* Contact buying influences
* Confirm timing
* Differentiate Spirent
* Overcome objections

Purchase Order or Signed
Contract Received

Sales Admin obtains User Customer
details & enters information in HEAT

Sales Admin
Acknowledges Order
Begin Contract
Review

Sales Order
Follow-up

Sales Admin
* Provide soft copy of Welcome Letter to
Production. Letter includes statement of thanks,
our contact details, website access information,
SM electronic signature
All other
Orders

Production
* Prints Welcome Letter
* Attaches system-specific information
* Includes Letter & attachment in box with
product

Sales Admin
(2 weeks after shipment)
* Email to distributor: ‘everything
received in good order?’
* Reminder to SM, via Goldmine, to
contact customer
Except customers served
by W. Sales

SM call to distributor or call/visit with customer
(within 2-3 months of shipment)
* ‘Is your equipment operating OK?’
* If ‘yes’ –...
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