1. Sales Process
Definitions
So we’re speaking the same language!

2. Sales Process Activities
Defined
• Cold Calls = Contact with new prospects or
current clients via the phone or face to face,
gathering as much account or competitive
information as possible, and filling out an output
analysis form for each call.

3. Sales Process Activities
Defined
• Initial Appointments = Scheduled time for a
specific purpose of beginning or moving a
prospect or current client forward in the sales
process, to the next sales stage.

4. Sales Process Activities
Defined
• Presentation = Initial offering of
professional information about Your Company,
it’s products or services, or our business
partners. Generally, very global-non specific
presentation.

5. Sales Process Activities
Defined
• Proposal = Customer-requested specific pricing
information with product specifications about Your
products or services.

6. Sales Process Activities
Defined
• Demonstration = Proving time for the buying
criteria to be demonstrated as it has been
represented by sales reps, thus moving the
prospects to the point of closing.

7. Sales Mapping Process
Benefits
• Improved:
• Ability to manage and coach effectively
• Better communication and cooperation
• Improved selling effectiveness and productivity
• Pipeline visibility, velocity, and conversion ratios
• Better forecast accuracy
• Higher levels of CRM utilization