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Sales Process Flow Chart
Marketing Prepares
Business Development
Campaigns:
* Advertising
Press Releases
* Trade Shows
* Direct Communication
* User Conferences
Marketing
Provides
Distributors with
* Mailshot
* Cold Call
Materials
Sales Manager (SM) Makes
Status Check Phone Calls
* Quarterly to Selected Customers
* Monthly to Small Distributors
* Weekly to Large Distributors
Significant Items
Recorded in
Goldmine
Customer Responses:
* Bingo Cards
* Email
* Phone Call
* Business Card
SalesAdmin:
Log Info in Goldmine
Advise SM
Respond to Customer:
* Literature
* Email
* Phone call
Customer Interest
from:
* Marketing Campaign
* Distributor Contacts
* SE Phone Calls
* Product Support Contacts
* Prior Contact with Company
Sales Admin:
Logs Info in Goldmine
Advises SM
SM Visits to Distributors:
(Quarterly- large distributors;
semi-annually – small distributors)
* Review Forecast
* Review Key Prospects
* Joint Customer Visits
* Blue Sheet Review
* Review sales / marcoms needs
* Provide sales training
Significant Items
Recorded in
Goldmine
Application Engineer (AE)
Visits to Distributors
(as agreed with SM):
Joint Customer Visits
Provide Technical Training
SM Qualifies the Prospect
(via direct phone or via distributor)
* Prospect’s business
* Buying concept
* Application
* Budget
* Timing
* Buying influences
* Product needs
* Non-standard requirements
(Non-standard requirements &
opportunities >£250k referred to
Engineering)
Developing
Prospects
Info Logged
in
Goldmine
Engineering Review
* Possible phone call to or
visit with customer
* Provide advice to SM
Developing
‘Suspects’