Wednesday 28 September 2016

SPS Pre-Sales

  • 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.