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A sales process is a systematic, repeatable series of steps that map out and track interaction with prospects from their first point of engagement with your business through to a close. In Sales, processes cover four major areas: Identify, Connect, Persuade and Fulfil.

Distinctive steps include Qualifying Prospects, Identifying Needs or Providing post-order service. Understanding and improving the sales process is key for higher efficiency. Designing the organization to best respond to the process chosen is also crucial.

• Defining sales processes
• Sales Roles
• Process tools
• Process measurement (including KPIs)

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