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October 2012
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Evolution of and variations in the Sales Function
How has sales evolved from transactional to relationship based. What are the different types of sales, based on the customer and the product.
Find out more »The Sales Process: AIDA, the 7 step Model and SPANCO
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.
Find out more »Sales Ratios and Lead Generation
Understanding the sales ratios: Hit ratio, Conversion ratios, Closing ratios The importance of ratios in lead generation Process of Lead Generation Creating target segments Finding the benefits of each segment Customising the lead generation process for each segment
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