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A Kahnesky, Analyst, Denmark
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B2B firms often use sales representatives (sales reps) (collectively referred to as "the Salesforce") to meet face-to-face with new or existing customers in order to sell their products/services. Typically, the process of selling differs on the basis of the customer and the type of product/service being offered by the firm.
However, the general process of selling has been the same across sales situations for centuries. A sales process typically constitutes of 7 key steps (the 2nd and 3rd steps are sometimes combined together to form a 6-step selling process) referred to as the 7 Steps of the (Personal) Selling Process or the 7 Steps of the Sales Process:
- PROSPECTING (QUALIFICATION): The process of searching for new and potential customers, who have needs which can be fulfilled with the company's products/services, is termed as Prospecting. The salesperson needs to filter the prospects/sales leads depending on their (1) Need for the product/service, (2) Financial abilit (...) Read more? Sign up for free
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srinivas, Lecturer, India
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The Need for the Product or Service
The need for a product or service can also be crea (...)
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Jaap de Jonge, Editor, Netherlands
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Customer Needs in the Selling Process
@: You are right to focus the attention on the CLI (...)
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Jaap de Jonge, Editor, Netherlands
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Unknown Needs by the Customer in the Selling Process
@: It could indeed be that customers are not reali (...)
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Anonymous
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Why Use a Standardized Sales Process?
Should a sales person use a standard selling proce (...)
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Helen Strong, Business Consultant, South Africa
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Establishment
@Devendra Vyayaharker. You are right that B2B sell (...)
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Maurice Hogarth, Consultant, United Kingdom
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Buyer to Seller
Helen re: your point about 'Marketing': I would id (...)
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Special Interest Group Leader
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