Describe the three fundamental activities of the sales process and their integration points
Organizations that master the fundamental of sales process usually end up with an improved and excellent performance on their sales. Some companies assert that skills, tactics, knowledge, and abilities are among fundamental activities of the sales process. However, the fundamental comprises of customer relations, persistence, and activities. The fundamental activities are important since they address different features of running and controlling the organization. In fact, the fundamental activities help individuals understand the organizational structures and functions.
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Customer relations and focus are one of the fundamentals activities of the sales process also defined as call management. Through customer relations, organizations can drive customers’ interests towards their products. The relationship created between a company and its customers can end up making the sales process to be easier because customers’ viewpoint of the product already matches with the organization. In this case, customers’ perspective about an organization or their goods is determined by their relation and focus. In opportunity management, persistence is important in any sales process of an organization. Through persistence, individuals can end up pushing on the prospect of their product. At times, organizations are advised to be persistent and pursue customers’ objectives as it will help them purchase the products. The call and opportunity management converge at points where organizations are seeking to establish themselves in the market.
With account and territory management, organizations focus on many activities as it will help reach out to many customers. The activities conducted in the sales process can improve the organizational performance. Besides, organizational goals or targets can also be achieved through the use of many activities. The activities can be based on the different department of the organization such as management and finance. Organizations that use the activities in their sales process need to have individuals who are disciplined and can achieve the organizational goals. Account and territory management converge at the point of winning more customers and business prospects.
