Sales Process

1
Welcome
2
Sales Process

• Suspects
• Prospects
• Customers
• Sales Funnel
• Sales Forecasting (0 to 100)

3
Sales Technologies

• Contact Management Systems
• Customer Relationship Management
• Internet Kiosks
• Call Centre
• Inbound
• Outbound

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5
Marketing

• Exploring the market
• Influencing the market

6
Marketing

• Advertising
• Database Marketing
• Market Research
• Channels

7
Advertising

• Corporate Advertising
• Stress Financial Stability
• Leading Technologies Stress Leadership
• Product/Service Advertising
• Immediate Measurable Effect on Sales
• Product Awareness
• Promotions

8
Database Marketing

• Demographics (ABC)
• Mailing Lists
• Targeting
• Reduce Costs, Irritation to Potential Client
• Large Databases
• Electoral Roll
• Telephone Directories
• Magazine and Club, Store card memberships
• Cross-Correlation

9
Market Research

• Sampling
• Questionnaires
• Statistical Analysis
• Focus Groups
• Selected People
• Detailed Analysis

10
Channels

• Print
• Nationals
• Locals
• Magazines
• Television
• Interactive
• Internet
• Marketing
• Interactive
• Billboards

• Radio
• Sponsorship
• Worldwide - Local
• Endorsements
• David Beckham
• Seminars
• Exhibitions
• Windows 2001
• Conferences

11
Marketing Process

• To measure effect of advertising
• Recall message
• Increases in Sales
• Generate Leads for Sales Force
• Coupons
• Internet Response
• Inbound Calls
• Companies measure effectiveness

12
Marketing Technologies

• Database Management Systems
• Statistical Analysis Packages
• Internet
• Kiosks
• Call Centres
• Integrated
• Voice Recognition
• Predictive Diallers
• Inbound Routing

13
Sales and Marketing

• Sales
• Very Measurable
• Still individualistic
• Short Goal Orientated
• Some computerisation
• Some process

• Marketing
• Cloudy to say the least
• Behind the scenes
• Strategic
• Computerised
• Highly processed