Sales Department Processes
About Sales Department Processes
A sales
process is a set of repeatable steps that a sales person takes to take a
prospective buyer from the early stage of awareness to a closed sale.
Typically,
a sales process consists of 5-7 steps: Prospecting, Preparation,
Approach, Presentation, Handling objections, Closing, and Follow-up.
Why Sales Department is Processes important?
The following are the benefits of sales
•
Realizes Organizational Objectives: Sales management is practised to
attain the pre-defined organizational goals or objectives which can be
increasing profitability, customer satisfaction, market acquisition, and
so on.
• Manages Sales Force: The sales team includes personnel
performing various sales-related tasks; the activities of the sales
force are hence monitored and regulated through sales management.
•
Better Planning: Planning is an essential function of sales
management; it includes the formulation of goals, strategies, programmes
and budget.
• Sales Maximization: It also helps the management in
setting sales target, which are though higher than the previous goals
but are possibly attainable.
Who should take the Sales Department Processes Exam?
• Sales professionals
• Business owners
• Entrepreneurs
• Innovators
• Anyone who wants to assess their sales skills
• Sales managers and senior executives
• Sales consultants
• Anyone interested in sales
Sales Department Processes Certification Course Outline
1. Theories of Selling
2. Personal Selling Process
3. Prospecting, Objection Handling and Closing
4. Sales Forecasting
5. Functions of Salesperson
6. Types of Sales Organisation Structure
7. Concept of Sales Territory
8. Marketing Channel
9. Marketing Intermediaries
10. Physical Distribution Concepts and Objective
11. Transportation
12. Warehousing