- Pre-Sales is the process or set of activities/sales normally carried out before a customer is acquired, through sometimes Pre-Sales also extends into the period the product or service is delivered to the customer.
- The Pre-Sales process is helps to providing the information to the client, which helps him to take the buying decision.
- The Pre-Sales include the following tools for recording the customer visits.
- Opportunities
- Selection Sheet
- Samples Orders
- Quote
- Holds
- Sales Order
- The Stone Profits System Pre-Sales cycle is looks like shown below.
Opportunities:
- Opportunities term defines the opportunity of doing business with any customer on a specific project.
- When the new customer is approached, then generate the new opportunity.
- It includes the customer visits, samples orders, quotations and holds.'
- Within one opportunity the customer can have multiple visits, quotes, or holds and that could can become a sale order.
- In this module we can also add events, which are used take follow up to the customer. This event is like a remainder.
Selection Sheet:
- The customer is came and seen some particular products, then the details of viewed products is entered in this selection sheet.
- It have the record information about the customer visits. You can track the date and time they came , the sales person involved.
- It can be created either directly or from the previous opportunity.
Sample Orders:
- If the customer is not sure about the product they will probably ask for a samples.
- It contains the details of sample products which is chosen by the customer.
- This allows you to track these request and also allows you to enter shipping information if the sample is to be shipped.
Quote/Proposal:
- This Proposal can be created either directly or from previous opportunity, sample orders, selection sheet.
- We send this proposal to the customer, this can be either accepted or rejected by the customer.
- We can choose option which is probability to close customer visit. It is chosen on the basis of customer or his interest. By using this you can close this entry.
Holds:
- If the customer is interested on a particular products, but he is not interested to buy that products at that time due to some reasons, then he holds that products for specific time.
- When a product is placed on hold, the system records who the hold for, the date it is created and expires, and the items the customer want.
Sales Order:
- Sale Order can be made directly or they can be converted form the holds or quotes.
- If you want to convert from the hold then you have to release the hold first.
- The sales order generation is the last step in the Pre-Sales cycle.If you want to add more products you can add here also.
Advantages:
- This SPS system has maintained best hierarchy in Pre-Sales process, by having option like selection sheet, sample orders, holds.
- It has option which is creating an event and also this events can seen as calendar type.
- The Follow up option is good and it is categorized based on the probability to close percentage.
