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Sales Process

1. The document outlines a 7 step sales process to achieve sales objectives including building a customer database, planning market coverage, managing the sales cycle, creating a prospect list, closing projects, analyzing sales, and making business decisions. 2. Key steps include classifying customers, handling objections in the sales cycle, developing a powerful prospect list, and conducting analyses by area, product, month, and other factors. 3. Business decisions are informed by sector, coverage, market behavior, sales force, and product range analyses.

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محمد سامى
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50 views

Sales Process

1. The document outlines a 7 step sales process to achieve sales objectives including building a customer database, planning market coverage, managing the sales cycle, creating a prospect list, closing projects, analyzing sales, and making business decisions. 2. Key steps include classifying customers, handling objections in the sales cycle, developing a powerful prospect list, and conducting analyses by area, product, month, and other factors. 3. Business decisions are informed by sector, coverage, market behavior, sales force, and product range analyses.

Uploaded by

محمد سامى
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Sales Process

Objective

1. To put the procedure of Sales activity.


2. To have the ability to make SWOT analysis
anytime.
3. To make the Sales process easy to Implement
and achieve.
4. To find clear way to achieve the targets.
Sales Achievements Graph
Market
Coverage
Prospect
Achievements

Sales Achievements come from our Prospect which


generated from our Coverage for the Market.
Sales Process :

1. Build your customers database.


2. Plan your coverage. Market

3. Sales cycle procedure. Coverage

4. Create your prospect list. Prospect

5. Close your projects. Achievements


6. Sales analysis.
7. Business decision.
1. Build your customers database :

Internal Resources : External Resources :


- Direct managers. - Third party companies.
- Installed base. - Mutual relationship.
- Prospect list discussion - Medical directories.
- Technical team. - Admin. employees.
- CRM. - General media.
- Company colleagues. - Direct survey.
2. Plan your coverage :
- Geographic coverage

- Key accounts coverage

- Class A customers

- Specialty coverage

- Sector coverage

Classify your customers


3. Sales cycle procedure :
Closing
- Individual
Objections - Group
- Price.
- Payment.
- Warranty.
- Service contract.
Financial Offer - Delivery.
- Price.
- Payment.
- Warranty.
- Service contract.
Technical Offer - Delivery.

- Proposal.
- Presentation.
- Demo.
Discovery
- From otter to inner.
- Technical Offer
Tell me where
we are ?
- Customer needs.
- DMU.
- Budget.
Introduction -Timing.

- Sell Yourself.
- Sell your company
- Sell your agency.
4. Create your prospect list :

Money : Competition :
0 = Paid. 1 = First choice.
1 = Ready to sign. 2 = Second choice.
2 = During 1 month. 3 = One of 3.
3 = More than 1 month. 4 = We all the same.
4 = No budget. 5 = Lost deal.
5. Close your projects :
Objections
- Price.
- Payment.
a. Clear Objections - Warranty. Comes from
- Service contract. sales Cycle
- Delivery.

b. Powerful Prospect List


6. Sales analysis : 15-12-2014 Sales 0 1 Shahin Medical Center
15-1-2015 Bending 0 1 Police Hospital Agoza
15-3-2014 Bending 0 1 Police Hospital Agoza
- Win deal analysis 8/5/2015 Sales 0 1 Police Hospital Agoza
15-4-2015 Sales 0 1 Mr Hosam Radiology Center
15-1-2015 Sales 0 1 El Fouad Cardiac Surgery
- Lost deals analysis 15-11-2014 Lost 0 5 Al Ataa Medical Center
15-1-2015 Lost 0 5 Smart Scan Radiology Center

- Total market volume = Win + Lost 15-1-2015 Lost 0 5 Cairo University Radiology

- Market Share = Win / Market volume = %

Classify your sales per ,


- Area - Area Manager - Sector
- Product - Segment - Country
- Month - Business - Delivery

Without powerful prospect list you will


not have sales analysis
7. Business Decision :
12000000 3500000
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8000000 3000000
6000000 2500000
4000000
2000000 2000000
0
1500000
Distributer Governmental Private
1000000

Sector Analysis 500000

0
3000000
ia ut if ra o ia at m ia za h r a ia g ez
2000000 n dr sio i Sw ehi Cair ahl omi ayo arb Gi shik Luxo nofi ark oha Su
a A an B k F Gh l e h S
lex B Da D frE M S
1000000 A Ka
0

Coverage Analysis

Market Behavior Decisions 10000000


9000000
8000000 8000000
7000000
6000000 6000000
4000000 5000000
4000000
2000000
3000000
0 2000000
Abo El Ashraf Hesham Office Tamer Tarek 1000000
Soud 0
CR DR Printers Elementry Analoge Digital

Sales Force Analysis Product Range Analysis


Thank You.

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