本文发表在 rolia.net 枫下论坛Cycle one: Suspect level 1 (Sales Emphasis)
Measure sales territory:
1. Business unit by SIC code lookup;
2. Existing Customer Summary;
3. % Of occupation;
4. Potential / Possibilities;
5. Customer Base Comparison Lookup;

Suspect Creation:
1. By First-hand Info;
2. By SIC/Business Size/Employment Size/Exists Customer Comparison;
3. By Marketing Program;
4. By Management decision;
5. By Service Report;
6. By Readings;
7. By Leasing/Renting Expiry Date;

Cycle two: Suspect level 2 (Sales Focusing)

Suspect Working Plan:
1. Suspect Categorization, Evaluation, Ranking, Prioritizing;
2. Suspect Focusing Customer List;
3. Sales Activity Plan (Cold Calls, Visiting, Follow Ups… etc);

Sales Activity Measurement:
1. Standards of suspect upgrading;
2. Potential level measurement;
3. Sales Activity report for suspect level 1
a. Statistics of Calls, Visiting,
b. Customer Info Gathering;


Cycle Three: Prospect Level 1 (Prospect Customer)

Prospect Measurement:
1. Standards of Prospect Definition;
2. Possibilities of Prospect;
3. Standardized Prospect Follow up Plan;

Prospect Working Plan:
1. Sales Activities Plan;
2. Mandatory Information Fields Gathering;
Like scale of business plan, launch time frame, project status, purchase intentions, possible solutions;
3. Competitor Info Gatherings;
Like who they are, what they did, their product info, their possible offering, and the advantages and disadvantages of their products.

Cycle Four: Prospect Level 2 (Prospect Contract)

Sales Strategy Plan:
1. Solutions of Product;
Like what kinds of solutions we can offer to customer, what are the advantages of each solution.
2. Cost Plan;
Customer preferred solutions costing, one time investment, long term costs, over all cost and benefit.
3. Customer Decision Structure Info;
Find out customer’s decision group, decision make’s preference, and customer’s standards.
4. Customer Dealing Strategy Solutions From Marketing;
Marketing can offer some kinds of sales activities, conversation skills combination for specific type of situation.

Sales Cost Plan:
1. Expense Plan
Like Automobile, visiting lodging, meals, entertain cost.
2. Time Spending Plan;
By spending hours of preparation, info collecting, visiting etc.
Failure Plan:
1. Back up strategy
If this contract failed, possible of next or a good relationship with customer are also high valued.
2. Long Term Follow Up Plan;
How to keep connection with people in the prospect and build long-term relationship.

Cycle Five: Contract Closing (Contract)

Contract Preparation:
1. Contract confirmation with customer;
2. Stock, Delivery, Installation and Service confirmation;
3. Contract detail;

Contract Signing:
1. Sign contract;
2. Last minute change plan;
3. Contract into Main system of company;

Contract Follow Up:
1. Shipping time, installation, service plan…
2. Check list of contract finishing
3. Confirm with customer with the check list;
4. Product status after installed,
5. User training;
6. Customer using status check list of product;
Like product properly installed, machine connected and started;

Customer Follow up:
1. Satisfaction level of customer;
2. Customer payment due received;
3. Installment Plan properly started;
4. Real usage of product;更多精彩文章及讨论，请光临枫下论坛 rolia.net