BizDev &a= mp; Sales Process & Training Manual (Version 1.0)
Table of
Contents
2.3
Know the Competitive and Collaborative Landscape.
2.4
Understanding the the_company Verticals.
2.4.1
Understanding the Corporate Banking Vertical
2.4.2
Understanding the M-Business Vertical
2.4.3
Why Sell through verticals?
2.4.4
Reality Selling – Broad-Based Sales.
3.1
Handling E-mail Leads originating from the the_company Website
3.1.1 Responding to a Request for Product
Suite Information
3.1.2
Responding to Requests for Licensing Information.
3.1.3
Responding to Questions About Pricing.
3.1.4
Responding to Questions about Services.
3.1.5
Responding to Requests for Technical Support
3.1.6
Responding to Complaints
3.2
Handling E-mail Leads Originating from the_company Campaigns
3.3
Handling Referrals from Other Clients.
3.4
Handling Incoming Phone Calls
4.1
The Lifecycle of a Sales Pitch
4.2
Understanding The Corporate Banking Pitch.
4.3
Understanding the M-Business Pitch.
4.4
Understanding the Broad-Based Pitch.
4.7
How to Deal with Cost Concerns
4.8
How to Deal with Security Concerns.
4.9
How do you deal with Competition?.
5.1
Shaping What the Customer Wants
5.2
How to Gather Requirements
5.3
How To Judge Project Feasibility.
6.1
How to Write a Proper Proposal
6.1.1
What must be included in the proposal?.
6.1.1
Authorization and signing of proposals?.
6.2
How To Generate Visios and Matrices.