Analysis of the sales process

Bull is a large company that works to meet organizations IT requirements. They generate technology to companies but also make it affordable. They design and apply IT agreements.

Bull has several sales processes that it follows when they are trying to make a sale.

These are:

Prospecting

This is where the sales person locates and qualifies the prospect. At Bull they desexualise out identify a niche in a medical specialist market. For example, healthcare. They entrust follow through an advertisement in the European ledger and then contact the node and qualify. They result also realise customers from exhibitions.

Pre-approach

The sales person obtains an interview with the prospective client and determines the customers ineluctably. They evolve a profile of the customer and develop selling strategies. They will match the customers perceived needs with Bulls products. They will take into rate such things as the size of the hospital, the activity report and whether it is passing to be on a network. They might give the customer a disk of their software so they can see what it is like.

Approach

This is where the salesperson meets the prospective client and begins a personalized sales presentation for them. They will discover any further needs the client may have.

Presentation

The salesperson will give a presentation to the customer using demonstrations and proof statements from alive customers. They will relate the products to the customers needs.

Bull also showcases their products to potential customers. They will show them about other hospitals that they have sold products to and show them the system they coiffure in there. This gives the new customer the chance to see the system working and will be able to hear what the existing customer has to say about Bulls products. This is a reference site visit and can also be used...

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