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Sales Process and Quick Introduction to CRM

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This is a summarized presentation about aspects of strategic business development for start-up companies. The presentation was delivered to a group of 8 startup companies under Ibtikaar project of Ministry of Communication and Information Technology of Government of Afghanistan by Aghaez Founder, Ahmad Fahim Didar.

Published in: Sales
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Sales Process and Quick Introduction to CRM

  1. 1. Understanding Sales Process & Introduction to CRM
  2. 2. Aghaez Introduction
  3. 3. Who we are 100% Afghan owned leading organization trusted for business consulting services, located in Kabul-Afghanistan What we do 1. Marketing Consulting 2. Management Consulting 3. Information System Consulting Clients
  4. 4. Corporate Video
  5. 5. The Sales Process
  6. 6. Start Grow Keep Going Business stages to manage strategically
  7. 7. Customer lifecycle Customer life cycle is a term used to describe the progression of steps a customer goes through when considering, purchasing, using, and maintaining loyalty to a product or service
  8. 8. Customer lifecycle
  9. 9. What is sales process? Steps involved in making a buyer to accept a product or service as a value and pay for that
  10. 10. Different Models
  11. 11. Sales activities Prospecting Targeting Communicating Selling Follow-up Information Gathering
  12. 12. • Searching for prospects or leads in data sources like: – Magazines, – Directories, – Trade Shows, – Cultivate Referrals, – Internet – Outdoors – TV & Radio – Or your own marketing efforts 1. Prospecting
  13. 13. • Deciding how to allocate time among prospects and customers by prioritizing customers based on – Demand • Hidden • Revealed – Purchasing power – Decision pattern 2. Targeting
  14. 14. • Communicating information about the products/services, – Decide on the best approach of communication – Select best timing to deliver the information – Plan an overall sales strategy for the prospect 3. Communicating
  15. 15. • Approaching, presenting, answering objections, and closing sales, – Approach: • Plan the relationship for a good start • Understand the Need – Presentation: • Customer Oriented • Select the best approach to present – Canned – Formulated – Need – Satisfying – Overcome Objections • Clarify the objection • Make the buyer to answer his own questions 4. Selling
  16. 16. • Follow-up and maintenance are necessary to ensure customer satisfaction and repeat business. – Immediate terms negotiations – Providing various services to customers – Consulting on problems – Rendering technical assistance – Relationship calls 5. Follow-up
  17. 17. • Conducting market research and doing intelligence work – Analysis of information generated in each step – Finding out the best method worked to close sales – Finding out the worst practices 6. Information Gathering
  18. 18. Floor is open for you! Q&A
  19. 19. Introduction to CRM
  20. 20. a system for managing a company's interactions with current and future customers. It often involves using technology to organize, automate, and synchronize sales, marketing and customer service. What is CRM?
  21. 21. • Marketing team hunts for leads and prospects and pass it on to the sales team Marketing
  22. 22. • Sales team track the opportunities, start to approach, close the deal and pass on the customer to the technical and customer service team Sales
  23. 23. • The first sell is always result of sales team, the subsequent are result of CS efforts • Customer service team arrange to maintain the customer through entertaining each and every issue customer faces or potential issue customer may face Customer service
  24. 24. Some of available CRM Solutions
  25. 25. Floor is open for you! Q&A
  26. 26. THANK YOU +93799 476 519 | business@aghaez.com | www.aghaez.com

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