Business Division
SALES MANAGEMENT BY ACTIVITIVES
I. Qualify Prospect and Understand the Business
Profile: Identify, contact and qualify
1. Identify target account based on available profiling data.
2. Identify key decision-makers by role and specify interest-generating benefits for each one.
3. Determine entry level contact.
4. Select, by priority, methods of contact.
5. Set call objectives.
6. Mental preparation and make the contact.
7. Establish trust and rapport - Credibility building.
8. Qualify the prospect in light of this project. GO/NO GO
Research: Understand the prospect's business to develop your sales strategy
9. Research prospects critical processes - How are they currently doing it?
10. Research prospect's future business plans.
11. Research prospect's selling environment to determine how you can help competitively
advantage them in their market place.
12. Identify our potential and/or actual competitors (including "do nothing").
13. Competitor Analysis with Unique Selling Points and Distinctive Selling Points (USP/DSP)
identified and translated into Features, Advantages and Benefits for each competitor.
14. List criteria that must be set with each decision maker to rule out competition.
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Business Division
15. Identify potential objections - strategies formulated/reviewed to prevent, neutralize or
respond as necessary. Identify strategic approach. GO/NO GO
16. Identify additional potential for other products/services.
17. Identify others in the organization who could potentially benefit from what you sell and the
types of benefits they might receive, but who may not be able to directly influence the sale.
II. Conduct Needs Assessment and Cost/Benefit Analysis
Orientation: Activate the Sales Strategy
18. List areas to focus conversation based on Unique and Distinctive Selling Points (USP/DSP).

35. Identify, advise and prepare Recommenders to champion status.
36. Arrange and schedule "Beta" tests, pilot studies or other pre-purchase approvals required.
37. Identify specific end users or consumers involved in project.
38. Receive feedback from Beta, pilot or other pre-approvals.
39. Resolve any questions or issues that developed from the pre-approval process.
40. Develop product/service delivery phase-in plans.
41. Exchange financial or credit information as necessary.
42. Obtain any internal (your company) approvals as needed.
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Business Division
IV. Present Value Proposition
43. Prepare and submit a proposal that directly addresses the "Criteria" set (Criteria Driven
Value Proposition).
44. Conduct a Criteria Driven Presentation.
45. Prospect affirms your ability to meet criteria.
46. Final negotiations concluded.
47. Final approval on project/product/service budget received.
48. Contract/agreement signed, letter of confirmation sent.
49. Customer notifies current or competing supplier (if any).
V. Implement Account Management or Recycling Process
50. Account Management - Implement follow up activities.
51. Obtain repeat business.
52. Obtain testimonials and references.
53. Obtain referrals.
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Nguyen Chi Thanh www.conotek.com Reference