TACRM1 Part 1 of 2 -Opportunity Management
Posted on 2005-05-01 11:29 GaoJie[高杰] 阅读(176) 评论(0) 编辑 收藏 举报
Phase 1: identification
Activity 1: gather customer info.
Activity 2: agree sales call
Activity 2: agree sales call
Phase 2: qualification
Activity 1: establish feasibility
Activity 2: determine strategy
Activity 2: determine strategy
Phase 3: value proposition
Activity 1: contact decision maker
Activity 2: proof of profitability
Activity 2: proof of profitability
Phase 4: present solution
Activity 1: solution suggestion
Activity 2: organize reference calls
Activity 2: organize reference calls
Phase 5: agreement
Activity 1: obtain feedback
Activity 2: reach oral confirmation
Activity 2: reach oral confirmation
Phase 6: conclusion
Activity 1: negotiate contract
Activity 2: analyse success/failure
Activity 2: analyse success/failure
