1. Simple definition of sales
Buying
Company
Prospecting
Qualification
Initial meeting
Needs analysis
Product/Service demo
Proposal presentation
Objection handling Negotiation
Closing
Order processing
Follow up
Producing
Company
Selling
Company
Producing
Company
Materials acquired and coordinated to deliver
an end product that will deliver a greater value
Larger than the sum of parts
15 May 2013 Author: Ashraf Osman

2. Buying
Company
Prospecting
Qualification
Initial meeting
Needs analysis
Product/Service demo
Proposal presentation
Objection handling Negotiation
Closing
Order processing
Follow up
Producing
Company
Selling
Company
Producing
Company
• Achieve a goal,
• Solve a problem,
• Capture a lost opportunity
• Satisfy a need.
• Feature 1
• Feature 2
• Feature 3
• Feature 4
Value
proposition
A bigger Picture
15 May 2013 Author: Ashraf Osman

3. Prospecting
Qualification
Initial meeting
Needs analysis
Product/Service demo
Proposal presentation
Objection handling Negotiation
Closing
Order processing
Follow up
Selling
Company
Producing
Company
• Achieve a goal,
• Solve a problem,
• Capture a lost opportunity o
• Satisfy a need.
• Feature 1
• Feature 2
Value
proposition
Producing
Company
• Feature 3
Producing
Company
• Feature 4
Buying
Company
A bigger bigger Picture
15 May 2013 Author: Ashraf Osman

4. Prospecting
Qualification
Initial meeting
Needs analysis
Product/Service demo
Proposal presentation
Objection handling Negotiation
Closing
Order processing
Follow up
Selling
Company
Brand
Owner
Order placement conditions
Production lead time
Payment (advance, LC, Payment BG)
Delivery time.
Installation & implementation.
Credit rules.
Fiscal/financial year
Brand
Owner Channel model
Channel model
Channel model
Brand
Owner
A realistic Picture
15 May 2013 Author: Ashraf Osman

5. Prospecting
Qualification
Initial meeting
Needs analysis
Product/Service demo
Proposal presentation
Objection handling Negotiation
Closing
Order processing
Follow up
Selling
Company
Brand
Owner
Brand
Owner Local distributor
Multiple Value add resellersBrand
Owner
Support / renewal through international
Order placement conditions
Production lead time
Payment (advance, LC, Payment BG)
Delivery time.
Installation & implementation.
Credit rules.
Fiscal/financial year
Payment against LC
50% advance & 50% upon delivery
50% adv. , balance after 60 days
A realistic Picture
Regional Master Distributor (new purchase)
15 May 2013 Author: Ashraf Osman

6. Prospecting
Qualification
Initial meeting
Needs analysis
Product/Service demo
Proposal presentation
Objection handling Negotiation
Closing
Order processing
Follow up
Selling
Company
Brand
Owner
Brand
Owner
Local distributor
Multiple Value add resellers
Regional Master Distributor (new purchase)
Brand
Owner
Support / renewal through international
Buying
Company
• Achieve a goal,
• Solve a problem,
• Capture a lost opportunity
• Satisfy a need.
Different
set of
T’c & C’s
Buying
Company
A realistic Picture
15 May 2013 Author: Ashraf Osman

7. Prospecting
Qualification
Initial meeting
Needs analysis
Product/Service demo
Proposal presentation
Objection handling Negotiation
Closing
Order processing
Follow up
Selling
Company
Brand
Owner
Brand
Owner
Local distributor
Multiple Value add resellers
Regional Master Distributor (new purchase)
Brand
Owner
Support / renewal through international
Buying
Company
Different
set of
T’c & C’s
Buying
Company
PO
PO
PO
PO
A realistic Picture
15 May 2013 Author: Ashraf Osman

8. Prospecting
Qualification
Initial meeting
Needs analysis
Product/Service demo
Proposal presentation
Objection handling Negotiation
Closing
Order processing
Follow up
Selling
Company
Brand
Owner
Brand
Owner
Local distributor
Multiple Value add resellers
Regional Master Distributor (new purchase)
Brand
Owner
Support / renewal through international
Buying
Company
Different
set of
T’c & C’s
Buying
Company
Invoice
Invoice
Invoice
POInvoice
A realistic Picture
15 May 2013 Author: Ashraf Osman

9. Problem?
Cash-out before Cash-in
Or
Pay others before you get
paid
15 May 2013 Author: Ashraf Osman