Sales Process Flow Chart

Sales Process Flow Chart
Developing
‘Suspects’

Sales Manager (SM) Makes
Status Check Phone Calls
* Quarterly to Selected Customers
* Monthly to Small Distributors
* Weekly to Large Distributors

Marketing Prepares
Business Development
Campaigns:
* Advertising
Press Releases
* Trade Shows
* Direct Communication
* User Conferences

Significant Items
Recorded in
Goldmine

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

Customer Responses:
* Bingo Cards
* Email
* Phone Call
* Business Card

Marketing
Provides
Distributors with
* Mailshot
* Cold Call
Materials

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

Developing
Prospects
Sales Admin:
Logs Info in Goldmine
Advises SM

Engineering Review
* Possible phone call to or visit with customer
* Provide advice to SM

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)
Info Logged in Goldmine

Info Logged
In Goldmine

Info Logged in Goldmine

AE May Telephone
Customer
* To discuss technical issues
* Resolve open issues
* Advise the SM

SM May Visit Customer
(if opportunity is large or strategic)
* To build the Relationship
* Continue the Qualification
Process