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Sales - The
Business Process
The BTG Sales
Business Process template is a 9
page, 6 stage process that is also
available as a one day tutorial. For
presentation purposes, the process
template deals with the sale of more
complex ‘push’ products to the
individual purchaser. It would be
generally agreed that the profession
of sales, which what was once
considered an ‘art form’ is far more
enduring and effective under the
umbrella and structure of a sales
business process. The template is
easily modified to suit your
particular product or service
application.
This template
deals exclusively with the sales
process and is not intended as a
template for the management of a
sales department.
The historical
background surrounding the need for
a structure to the sales process
lies within the profession of sales
itself. To go back a few decades,
the legal profession has always been
considered a profession, with rules,
due process and structure.
Similarly, accounting was also
obviously always considered a
profession, with generally accepted
accounting principles. This
continues be the case in other
disciplines like medical, dental and
engineering as well. Again
historically, Sales as a profession
and company sales organizations have
not always had structure and process
and that has carried forward even
into 2010.
At the University
level around graduation time, when
discussions among graduates came
down to the next steps the decisions
were invariably quite clear in
legal, accounting, medical, dental
and engineering but the undecided as
often as not often turned to sales.
‘I don’t know what I want to do so
I’ll go into sales for a while, I
have the gift of the gab and I like
to meet people.’ Whether or not they
had the skills, aptitude or prior
training in any form was,
irrelevant.
Again, to look
back in history, companies like
Xerox office products and IBM
computer mainframe and office
products sales schools turned sales
into a highly structured profession
and for the first time paid very
close attention to both the process
as well as the individual selection
criteria as keys to their success.
Both IBM and Xerox gained
international recognition for the
quality of their sales schools with
the 4 to 7 different levels of both
product and sales skill training. In
the sales job market, to have
attended those sales schools was
always a huge plus.
To fast forward to
2010, many companies have highly
structured Business Sales Process
templates, and for those companies
that have these processes in place,
this product may be redundant as a
process but still, may have
application as a refresher type
program.
The primary focus
of this business process package and
sales training program is geared to
companies that (a) do not have a
structured program, (b) have not as
yet established a formalized
refresher program or (c) would like
to breathe some new life into their
sales team.
In Canada, Life
Insurance companies like London Life
and Mutual Life were internationally
known for their sales training
schools. This program has been
written by Norman Ayoub, a former
London Life Sales Executive and
later an SVP - Sales with Maritime
Life - later Manufacturers Life/John
Hancock. The program is also
available as a tutorial by Norm
Ayoub at
nayoub@rogers.com .
This program
template gives sales both process
and structure. The program is based
on templates taken from a broad
range of product and service sales
applications. Included as well are
high tech and text/touch
applications which are continually
added to update the core program’s
strategic use of discipline and
process. As are the internationally
accepted IBM and Xerox sales school
processes, the BTG Sales Business
Process is very transferable and
adaptable to many different types
professional of sales environments.
Buy your copy of
BTG's Sales Process
by clicking the buy now link
below. This document will be
electronically send you in e-book
format after successful payment.
Please refer to our
policy page
for more details on purchasing this
e-book.
Sales Process $199.00 US
Best
Value! Buy All 5 BTG
Templates $799.00 US
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