Companies then track users online, check their interest level (how many videos has this user watch), offer 360-degree campaigns (messages in web ads, on Facebook, etc.) and provide them with enough information to make them buy .
In this regard, to boost its sales force, XEROX Company gave its sales team a deadline to handle sales professionally and smoothly . To carry out its initiative, the company develop a technique call SPANCO. The goal of this method is to help salespeople
work more smoothly and appropriately
It is about identifying the target and seeing if there is a real ne for the service or product . Salespeople must check the real feasibility of selling the product to the customer. They must check who the contact persons are within the company specific database by industry and the financial capabilities of the company to provide the service , etc.
Here, salespeople ne to identify sales leads and consider the chances of converting those leads into a long-term relationship with the customer. Sales professionals ne to determine whether it is better to sell the product Odporúčame minimálne 3-dotykovú kampaň or move on to the next potential customer .
This is the stage where the salesperson must analyze the product to be sold to the customer , whether it is a premium product or a no-frills version of the product. The salesperson must contact the purchasing department, with the help of the
company’s human resources department
In this stage, bargaining begins on the various aspects like features, price, etc. The salesperson also nes to assess his own profit margin and determine which product would help the customer. So, he nes to know the competition’s products aleart news at this stage. By showing the customer the total life cycle cost, for example, the importance of price can be ruc in the customer’s mind.
The order is finaliz and all negotiations are complet at this stage. The seller must explain to the customer the terms and conditions of the agreement . When the customer’s consent is obtain, the agreement is complete.
The order is deliver to the customer in accordance with the payment terms. The feback form is request from the customer in order to assess whether his expectations have been met or not. The purchasing department may also contact the customer in case of repeat orders .
