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At all stages of the sales process, HRA measures & reports on activity & progress. The sales cycle has four distinct phases
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Phase 1
TS-Total Suspect Market
Identification of potential prospect accounts from the total available market |
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Phase 2
PS-Prospect Sector
Research & qualify prospects. Identify key prospects, approach & make appointments |
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Phase 3
WS-Working Sector
Appointments, presentations, proposals, negotiation, agreements |
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Phase 4
BS-Buying Sector
Maintenance & growth of producing accounts |
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Phase 5
Brick wall
Relationship activities by HRA & client to ensure accounts are retained & do not become a competitor’s prospect. |
‘HRASS’ – HRA Strategic Sales Process
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