According to Stanton, Etzel and Walker, authors of the book “Fundamentals of Marketing” sales process “is a logical sequence that begins the seller to deal with a potential buyer and aims to produce a desired reaction in the client (usually the purchase)”. Sales process Sydney.
What is it and how it works?
The cycle or sales process is the sequence of steps that a company takes from the time trying to catch the attention of a potential customer until the final transaction takes place, ie until an actual sale of the product or service is achieved. This process is funnel-shaped, because as we go along, not all potential customers become real buyers.
There are many schemes to draw upon to explain the phases of the sales process, but one of the most classic is known as AIDA model.
The sale is a set of activities designed to promote the purchase of a product or service. For this reason, the sale requires a process to order the implementation of its various activities, otherwise could not effectively meet the needs and desires of customers, and assist in achieving the objectives of the company. Sales process Sydney.
The sale is not an activity that can be seen as unique, It is about all prior negotiations that are established between the seller and the potential buyer in order to close a negotiation.
The common stages of the sales process include:
- Prospect: The process of acquiring leads.
- Connect: Establish contact with leads and analyse they worthiness and move forward.
- Research: Gathering information about the prospect and their company will help sellers to close the deal.
- Present: Likely prospect clients get presented what is being sold.
- Close: The company is sent a proposal/negotiation to attract a closing.
