Date: Name: Company: © 2009 Startup Company ApS. All rights reserved. May not be reproduced without permission from Startup Company. WORKSHEET CUSTOMER RELATIONS www.startupcompany.dk Ho ow goo (1-5 od are 5 cross we at ses) it? Who should be responsible for this from now on? What can be done in this field? Strengthening the sales chain Professionalism in all the links of a sale Intention By systematically going through all of our processes in sales, we can find new ways of developing our sales skills and thereby increase our revenue. Process Start by assessing how good your organization is today at performing the 12 different links in the sales chain. Give a score of 1-5, with 5 being the highest. Some links will be more relevant than others, and there might be different situations for different customer segments or product areas. Then decide which person in the organization should be responsible for what process from now on. Some links in the sales chain can perhaps be outsourced. Finish of with suggestions to how the sales chain could be strengthened at each link. Next Step Implement the suggestions to strengthen the sales effort. MAINTENANCE OF THE SALE CLOSING OF THE SALE OPENING OF THE SALE #1 Planning of sale PREPARATION OF THE SALE #2 Prospect definition #3 Sales materials #4 Networking #5 Customer dialogue #6 Customer meetings #7 Proposal and offer #8 Negotiation #9 Order/Invoice/Contract #10 After sale #11 Client care #12 Re-sale G3.01 CUSTOMER RELATIONS :: Sales :: Sales Chain
Worksheet Sales Chain
Mar 20, 2016
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Date: Name: Company:
© 2
009
Star
tup
Com
pany
ApS
. All
righ
ts r
eser
ved.
May
not
be
repr
oduc
ed w
ithou
t per
mis
sion
from
Sta
rtup
Com
pany
.
WORKSHEETCUSTOMER RELATIONS
ww
w.s
tart
upco
mpa
ny.d
k
How good are we at it?(1-5 crosses)
How good are we at it?(1-5 crosses)
How good are we at it?(1-5 crosses)
How good are we at it?(1-5 crosses)
How good are we at it?(1-5 crosses)
Who should be responsible for this
from now on?What can be done in this field?
Strengthening the sales chainProfessionalism in all the links of a sale
IntentionBy systematically going through all of our processes in sales, we can find new ways of developing our sales skills and thereby increase our revenue.
ProcessStart by assessing how good your organization is today at performing the 12 different links in the sales chain. Give a score of 1-5, with 5 being the highest. Some links will be more relevant than others, and there might be different situations for different customer segments or product areas.
Then decide which person in the organization should be responsible for what process from now on. Some links in the sales chain can perhaps be outsourced.
Finish of with suggestions to how the sales chain could be strengthened at each link.
Next StepImplement the suggestions to strengthen the sales effort.
MAINTENANCE OF THE SALE
CLOSING OF THE SALE
OPENING OF THE SALE
#1 Planning of sale
PREPARATIONOF THE SALE #2 Prospect definition
#3 Sales materials
#4 Networking
#5 Customer dialogue
#6 Customer meetings
#7 Proposal and offer
#8 Negotiation
#9 Order/Invoice/Contract
#10 After sale
#11 Client care
#12 Re-sale
G3.01 CUSTOMER RELATIONS :: Sales :: Sales Chain
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