7 Steps of the Selling Process

Sales Management
Knowledge Center

 

Next Topic

Sales Management > Best Practices

A Kahnesky, Analyst, Denmark
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:
  1. 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

Please register now to read all responses and to join this discussion yourself. It's easy and 100% free.

Sign up for free     Log in


  srinivas, Lecturer, India
 

The Need for the Product or Service

The need for a product or service can also be crea (...)

  Jaap de Jonge, Editor, Netherlands
 

Customer Needs in the Selling Process

@: You are right to focus the attention on the CLI (...)

  Jaap de Jonge, Editor, Netherlands
 

Unknown Needs by the Customer in the Selling Process

@: It could indeed be that customers are not reali (...)

  Anonymous
 

Why Use a Standardized Sales Process?

Should a sales person use a standard selling proce (...)

  Helen Strong, Business Consultant, South Africa
 

Establishment

@Devendra Vyayaharker. You are right that B2B sell (...)

  Maurice Hogarth, Consultant, United Kingdom
 

Buyer to Seller

Helen re: your point about 'Marketing': I would id (...)

 
More on Sales Management
Summary
Forum
5Cs of Sales Management
🔥Virtual Selling Process Due to Internet and Covid
Key Account Management
Best Practices
🥇Sales versus Marketing
🥈Sales versus Business Development
🥉B2B Sales of New Products
How to Motivate the Sales Force?
Sales Strategies | Selling Strategies
7 Steps of the Selling Process
Sales Methods, Models and Theories
Approaches for Sales Pipeline Management / Sales Funnel Management
How to Align Sales Strategies with Corporate Revenue Targets?
How to Implement Strategic Account Management?
Integrating Sales and Marketing
Metrics for Tracking Sales Performance
Understanding the Buying Process in Major Accounts
Special Interest Group Leader

Are you an expert in Sales Management? Sign up for free


Sales Management
Knowledge Center

 

Next Topic



About 12manage | Advertising | Link to us / Cite us | Privacy | Suggestions | Terms of Service
2020 12manage - The Executive Fast Track. V15.6 - Last updated: 24-10-2020. All names of their owners.