Sales Process and Sales Cycle
This concept examines the process and stages between receiving an order and converting the sale to cash. The concept offers examples of business applications of the sales cycle, its main advantages and limitations, as well as useful success factors.
Technique Overview
Sales Process and Sales Cycle Definition
Sales Process incorporates methods, steps and approaches to achieve sales productivity while Sales Cycle refers to specific steps within the sales process (Kasper, 2005). Other definitions of the Sale Cycle suggest that it is the length of time between receiving an order and converting the sale to cash (Longenecker et al., 2006); or to convert leads into closed sales, between receiving a lead, moving from awareness to purchase to fulfilment, and to post-sales follow up and support (Bizmanualz, 2008).
Sales Process and Sales Cycle Description *
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Business Evidence
Strengths, weaknesses and examples of Sales Process and Sales Cycle *
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Business Application
Implementation, success factors and measures of Sales Process and Sales Cycle *
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Professional Tools
Sales Process and Sales Cycle videos and downloads *
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Further Reading
Sales Process and Sales Cycle web and print resources *
Sales Process and Sales Cycle references (4 of up to 20) *
- Barrett, A. (2008) Creating a Well-Oiled Sales Machine. Bloomberg BusinessWeek, 16 October. [Online] Available at: (www.businessweek.com/stories/2008-10-16/creating-a-well-oiled-sales-machine) [Accessed 13 December 2012].
- Bizmanuals (2008) Sales and Marketing Procedures to Improve Sales Pipeline Management. Anderson Invester's Software Inc.
- Brooks, W. (2004) Sales Techniques. McGraw Hill Professional.
- Fernandez, P. (2012) Revenue Disruption: Game-Changing Sales and Marketing Strategies to Accelerate Growth. John Wiley & Sons.
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