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Sales Process Flow Chart

The document outlines the sales process flow chart for developing prospects and closing opportunities. It involves marketing campaigns to generate leads, sales manager qualifying prospects with phone calls and visits, engineers providing technical support, quotes being prepared and proposals sent, opportunities tracked in a CRM system, and follow up calls after shipping to ensure customer satisfaction. The process flows from lead generation, to qualifying, to proposal, to order, to fulfillment and follow up.

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lakshmi0304
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2K views3 pages

Sales Process Flow Chart

The document outlines the sales process flow chart for developing prospects and closing opportunities. It involves marketing campaigns to generate leads, sales manager qualifying prospects with phone calls and visits, engineers providing technical support, quotes being prepared and proposals sent, opportunities tracked in a CRM system, and follow up calls after shipping to ensure customer satisfaction. The process flows from lead generation, to qualifying, to proposal, to order, to fulfillment and follow up.

Uploaded by

lakshmi0304
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Sales Process Flow Chart

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

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

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

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

Application Engineer (AE) Visits to Distributors (as agreed with SM): Joint Customer Visits Provide Technical Training

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) * Prospects 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

AE May Visit Customer (as requested by SM to qualify the customer technically): * Discuss application * Contact buying influences * Discuss product performance * Present Sp irent solution * Differentiate Spirent * Overcome technical objections
Info Logged In Goldmine

Customer Requests Proposal & Quote

Sales Admin * Prepares QPA * Obtains Approvals

SM * Defines Quote * Defines Proposal * Initiates QPA (if applicable)

Filed in Goldmine

Sales Admin Prepares Quote SM Reviews Quote & Proposal Attaches Electronic Signature Transmits to Customer

Engineering Provide Technical Assistance (if reqd)

Filed in Goldmine

AE Prepares Technical Proposal (with Engineering, if reqd)

Closing the Opportunity

Logged in Goldmine

Follow-up Phone Call(s) or Visit by SM (or via distributor)


* Review Proposal & Quote * Needs confirmation * Contact buying influences * Confirm timing * Differentiate Spirent * Overcome objections

AE Customer Contact to Resolve Technical Issues

Customer Requires Formal Contract: MD involved in Negotiation & Approval

Purchase Order or Signed Contract Received

Sales Admin obtains User Customer details & enters information in HEAT

Sales Admin Acknowledges Order Begin Contract Review

Sales Order Follow-up

Sales Admin * Provide soft copy of Welcome Letter to Production. Letter includes statement of thanks, our contact details, website access information, SM electronic signature All other Orders

Sales Admin * Provide website login & password to SF Customer Support


SF Orders

Production * Prints Welcome Letter * Attaches system-specific information * Includes Letter & attachment in box with product

Production Includes system-specific information in the box with the product

Sales Admin (2 weeks after shipment) * Email to distributor: everything received in good order? * Reminder to SM, via Goldmine, to contact customer
Except customers served by W. Sales

SM call to distributor or call/visit with customer (within 2-3 months of shipment) * Is your equipment operating OK? * If yes pleased to be of service! * If no initiate corrective action
Except customers served by W. Sales

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