Rational
Reasons for having a well thought-out sales process include seller and buyer risk management, standardized customer interaction in sales, and scalable revenue generation. An advantage of approaching the subject of sales from a "process point of view" is that it offers the opportunity to use design and improvement tools from other disciplines and process-oriented industries. Joseph Juran observed, "There should be no reason our familiar principles of quality and process engineering would not work in the sales process".
In Management of a Sales Force (12th Ed. p. 66) by Rich, Spiro and Stanton a 'sales process' is presented as consisting of eight steps. These are: Prospecting/Initial contact; Preapproach- planning the sale; Approach; Need assessment; Presentation; Meeting objections; Gaining commitment; Follow-up.
From a seller's point of view, analysis of a sales process can reveal steps in a sale that are problematic, and may allow the predication of numbers of sales based on initial interest. The interface between the selling and buying process has also been diagrammed.
Read more about this topic: Sales Process
Famous quotes containing the word rational:
“One rational voice is dumb: over a grave
The household of Impulse mourns one dearly loved.
Sad is Eros, builder of cities,
And weeping anarchic Aphrodite.”
—W.H. (Wystan Hugh)
“Since the Greeks, Western man has believed that Being, all Being, is intelligible, that there is a reason for everything ... and that the cosmos is, finally, intelligible. The Oriental, on the other hand, has accepted his existence within a universe that would appear to be meaningless, to the rational Western mind, and has lived with this meaninglessness. Hence the artistic form that seems natural to the Oriental is one that is just as formless or formal, as irrational, as life itself.”
—William Barrett (b. 1913)
“No actual skeptic, so far as I know, has claimed to disbelieve in an objective world. Skepticism is not a denial of belief, but rather a denial of rational grounds for belief.”
—William Pepperell Montague (1842–1910)