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The Sales Process: AIDA, the 7 step Model and SPANCO

October 19, 2012 @ 5:30 pm - 8:30 pm

There are different steps in the sales process and each step has clear cut deliverables. This lecture breaks down the sales process into its components. It compares the various processes and draws parallels where needed.


October 19, 2012
5:30 pm - 8:30 pm
Event Category:
  1. May 15, 2014
    Dr.Rupesh Wadgaonkar

    Plz provide m the details abt spanco process of sales by that we grow our business

    • May 18, 2014

      Sir, SPANCO was a sales staging concept promoted by Xerox and it stands for Suspect, Prospect, Approach, Negotiate, Close, Order. These are stages of the sales cycle. All CRM / sales management software use sales staging to understand the sales funnel and the conversion ratio. All businesses have their own sales stages. What is more important is to monitor numbers, (how many prospects in what stage, comparing which sales person has better ratios etc.) and that can be done using any CRM software. Zoho CRM is quite good in that and possibly free. For a low level methdology, check out trello.com which can be modified to be used for sales process monitoring.


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