Sales Processes : Pre-Sales Activities

December 15, 2009 by CRM
Filed under: Sale and Distribution

Specific marketing measures, for example, direct mailing campaigns, internet campaigns, trade fair sales activities or telephone campaigns, can trigger sales processes.

Pre-Sales Activities may include:

Create and tracking customer contacts
Mailing campaigns
Answering customer questions received by email, fax and etc
Inquiries
Quotations

Possible sequences of such campaigns can be a non-binding customer inquiry or a request for a quotation. Inquiries and quotations help you to determine important sales-related data and can be saved as documents. If the customer then places an order, you can refer to this data.

Use this pre-sales information to plan and evaluate your marketing and sales strategies and as a basis for establishing long term business relationships with your customers, for example by

Tracking lost sales
Recording pre-sales data to help negotiate large contracts
Selling goods and services to large organizations that require documentation of the entire process.

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