User:Jukeboksi/BBA studies/Marketing: Difference between revisions

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* A '''[[w:performance indicator|performance indicator]]''' or '''key performance indicator''' ('''KPI''') is a type of [[w:performance measurement|performance measurement]]. KPIs evaluate the success of an organization or of a particular activity in which it engages. ( Wikipedia )

* A '''[[w:sales process|sales process]]''' is an approach to selling a product or service. The sales process has been approached from the point of view of an [[w:engineering|engineering]] discipline (see [[w:sales process engineering|sales process engineering]]). ( Wikipedia )

:In ''Management of a Sales Force'' (12th Ed. p. 66) by Rich, Spiro and Stanton a "sales process" is presented as consisting of eight steps. These are:

:** Prospecting / initial contact

:** Preapproach - planning the sale

:** identifying and cross questioning

:** Need assessment

:** Presentation

:** Meeting objections

:** Gaining commitment

:** Follow-up ( Wikipedia )

=== Further reading ===