Typically all Sales exercises (leaving out the exercises attempted by Marketing capability) can be extensively sorted into pre-deals and post-deals exercises.

What is Pre-Sales?

Pre deals significance before the deals. All in all, it incorporates every one of the exercises or cycles that are acted to switch a lead or prospect over completely to a paying client or client. The pre-deals idea is material across every one of the organizations that arrange with clients and clients to sell their items and administrations.

Pre-Sales Activities

Pre Sales Activities are the errands that are performed before the item is offered to a client. These exercises frequently incorporate possibility and qualify leads, item research, statistical surveying, information investigation, client examination, making interesting selling recommendations, overseeing bargain capabilities and proposition, and so forth. These exercises joined are acted to sell the item.

Pre-Sales Process

A Pre-Sale Process is a bunch of exercises completed to change over another client or win another business contract. This cycle begins with the contact stage and closures once the client is obtained or an item is sold. The pre-deals process stream incorporates errands like making recommendations in light of client necessities, item exhibition, and so on.

Pre Sales Documents

They are of 2 kinds 1) Inquiries and 2) Quotation: Requests: Inquiry archives are client demand for data about product.(e.g. Is item is accessible, item cost, delivery date, and so forth). T-code for Inquiries is -

VA11 - Create Inquiry

VA12 - Change Inquiry

VA13-Display Inquiry

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1. Prospecting:

• Identifying Leads: Sales professionals begin by identifying potential customers or leads who have expressed interest or fit the target customer profile.
• Lead Generation: Activities include cold calling, email marketing, social media outreach, and attending networking events to attract potential customers.

2. Qualification:

• Lead Qualification: Salespeople assess the quality of leads to determine their likelihood of converting into customers.
• Needs Analysis: Understanding the customer's needs and pain points is crucial to offering tailored solutions.

3. Sales Presentation:

• Product/Service Demonstrations: Sales representatives showcase the features and benefits of their offerings.
• Customized Proposals: Creating proposals or quotes that address the specific needs and budget of the customer.

4. Handling Objections:

• Overcoming Concerns: Responding to customer objections or concerns with persuasive arguments and information.
• Negotiation: Discussing terms, pricing, and conditions to reach a mutually beneficial agreement.

5. Closing Deals:

• Closing Techniques: Employing various closing techniques to secure a commitment from the customer.
• Order Processing: Finalizing the transaction details and processing orders.

6. Post-Sale Activities:

• Customer Onboarding: Welcoming new customers and guiding them through the initial setup and use of products or services.
• Follow-Up: Maintaining communication to ensure customer satisfaction and address any post-purchase issues.

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7. Relationship Building:

• Account Management: Managing and nurturing existing customer accounts to foster long-term relationships.
• Customer Support: Providing ongoing support, resolving problems, and offering additional products or services as needed.

8. Sales Metrics and Analysis:

• Sales Analytics: Measuring and analyzing sales performance using key performance indicators (KPIs) such as conversion rates, revenue growth, and customer acquisition costs.
• Sales Forecasting: Predicting future sales trends and planning accordingly.

9. Sales Training and Development:

• Sales Training: Continuous training and skill development for sales teams to keep them updated with product knowledge and sales techniques.
• Sales Coaching: Providing guidance and mentoring to help salespeople improve their performance.

10. Technology Integration:

• Sales Software: Utilizing Customer Relationship Management (CRM) software and sales automation tools to streamline sales processes and manage customer data.
• Data Analytics: Leveraging data analytics tools to gain insights into customer behavior and preferences.

11. Market Research:

• Competitor Analysis: Monitoring competitors' activities and strategies to stay competitive.
• Market Trends: Staying informed about industry trends and market shifts.

12. Strategic Planning:

• Sales Strategy: Develop a comprehensive sales strategy that aligns with business goals and objectives.
• Target Segmentation: Identifying specific market segments and tailoring sales efforts accordingly.

13. Marketing Collaboration:

• Alignment with Marketing: Coordinating efforts with the marketing department to ensure a consistent message and approach.
• Lead Handover: Efficiently passing qualified leads from marketing to sales teams.

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Quotes: This is a lawfully restricting record to the client, for conveying an item or administration to the client T-code for Quotes is -

VA21 - Create Quotation

VA22 - Change Quotation

VA23-Display Quotation

Pre Sales Support

It characterizes the following client contacts by deals visits, calls, letters, and direct mailings.

Client Tracking: Sales staff track clients.

Mailing Campaigns: Sales faculty or organization orchestrate mailing efforts to arrive at clients.Client phone Queries: Sales support faculty answer Customer inquiries. Post Sales exercises these exercises incorporate Farming, Relationship Management, and Support.

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