Discuss a process for selecting customer relationship management software tools and applicationsDevelop a customer relationship strategy that could be used in the selling process for a product or service. You may use the same organization or product or service (or both) that you have used for previous assessments, or you may choose a different one.
A relationship strategy focuses on customers, secondary decision makers, company support staff, and management personnel. The strategy should reflect the various factors that can enhance relationships, such as self-image, success measures, and desire to achieve a win-win situation. This strategy should also mirror the sales professional's character and professional integrity and promote high ethical standards. Ultimately, the relationship strategy must contribute to a solid, long-term connection with customers and other key individuals.
Write a customer relationship strategy that addresses the following:
- Create a profile or description of the typical prospect (target customer) for your chosen product or service.
- Reflect on the role of this buyer or decision maker, as an individual or company representative.
- Describe the typical buying motives of the prospect. What is the rationale for the purchase, and what is the need fulfilled?
- Outline how prospects for the product are identified. Examples may include the use of a database, cold calling, referrals, or other methods.
- Outline the process for qualifying prospects. Be sure to define qualified prospect.
- Describe software tools you would use in managing customer relationships in the selling process. Provide your rationale for their application.
- Examine the buying and decision making processes, along with the roles of the key players in the sales process. What roles or processes are involved in making a decision? What players are involved? What is the timeline for the process from initial contact to the close of the sale? A flowchart can be a helpful way to display this information, but a description works well, too.
- Identify your sales presentation objectives and outline a sales approach. Keep in mind this should not be the pitch itself but should describe how you would go about making it.
Describe a target customer for a selected product or service.Explain sales decision-maker roles.Analyze how prospects for the selected product or service are identified.Outline a sales prospect qualification process for the selected product or service.Describe sales presentation objectives for the targeted audience.Analyze a sales approach for the selected product or service.Summarize the buying motives of a target customer for a selected roduct or service.Discuss a process for selecting customer relationship management software tools and applications