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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 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
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