Worksheet Sales Chain
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Transcript of Worksheet Sales Chain
Date: Name: Company:
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WORKSHEETCUSTOMER RELATIONS
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How good are we at it?(1-5 crosses)
How good are we at it?(1-5 crosses)
How good are we at it?(1-5 crosses)
How good are we at it?(1-5 crosses)
How good are we at it?(1-5 crosses)
Who should be responsible for this
from now on?What can be done in this field?
Strengthening the sales chainProfessionalism in all the links of a sale
IntentionBy systematically going through all of our processes in sales, we can find new ways of developing our sales skills and thereby increase our revenue.
ProcessStart by assessing how good your organization is today at performing the 12 different links in the sales chain. Give a score of 1-5, with 5 being the highest. Some links will be more relevant than others, and there might be different situations for different customer segments or product areas.
Then decide which person in the organization should be responsible for what process from now on. Some links in the sales chain can perhaps be outsourced.
Finish of with suggestions to how the sales chain could be strengthened at each link.
Next StepImplement the suggestions to strengthen the sales effort.
MAINTENANCE OF THE SALE
CLOSING OF THE SALE
OPENING OF THE SALE
#1 Planning of sale
PREPARATIONOF THE SALE #2 Prospect definition
#3 Sales materials
#4 Networking
#5 Customer dialogue
#6 Customer meetings
#7 Proposal and offer
#8 Negotiation
#9 Order/Invoice/Contract
#10 After sale
#11 Client care
#12 Re-sale
G3.01 CUSTOMER RELATIONS :: Sales :: Sales Chain