Question

Topic: Strategy

Pre Sales In Erp

Posted by Anonymous on 2/12/2005 at 5:16 AM ET 250 Points
I have recently joined a company in India who are in the business of ERP Sales. I am directly responsible for the sales. I would like to understand the Pre Sales Process and the questions I should ask to the client. Though my job is to generate enquiries and sales, I thought I must have all the possible information about Pre Sales also.
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RESPONSES

  • Posted by Deremiah *CPE on 2/12/2005 at 9:23 AM Accepted
    Sandeep.more,

    Welcome aboard! I see you are a new member and glad to hear you are from India. Where about are you located in India? Please fill in your customer profile information at least a little as we always use that to learn more about our participants and you can also learn more about each of us when you click on our names & view our profiles. If we can help further assist you it makes it easy to know something more about you. The same is true of a "Pre Sales Process". The more you know about your customer even before you get to your client the better. So let me begin with some questions that will help you to attain the best response you deserve to get from our forum and our panel of marketing experts.

    WHAT IS YOUR CUSTOMERS PROFILE?
    Just like I have asked you to fill in your customer profile because It will help me understand you a little better a really great Pre Sales Process will do the same for you. To develop a good one you have to apply the process of observation. So please tell me a little more about who your prospective customers are and who your most satisfied cleints are? Is your business done online or in person? Is it B2B or B2C? Are your customers a mix of start-up or existing business? Are your main purchases new or repeat business?

    If you think of other things to tell me it will make a difference to me and hopefully others here on what we share with you so please the more you tell us the better. Thanks. Is there anything else I can do for you? I would love to share relevant information with you that will help your business grow and help you create an atmosphere for healthy happy customers.

    Your Servant, Deremiah, *CPE (Customer Passion Evangelist)

  • Posted by Markitek on 2/12/2005 at 9:32 AM Accepted
    I'm going to suggest a book to you that will help a lot:

    Spin Selling by Neil Rackham

    I recommend it to all my clients and they always find it useful
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