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.
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Famous quotes containing the word rational:
“What is rational is actual and what is actual is rational. On this conviction the plain man like the philosopher takes his stand, and from it philosophy starts in its study of the universe of mind as well as the universe of nature.”
—Georg Wilhelm Friedrich Hegel (1770–1831)
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—Titus Livius (Livy)