WHITE PAPER : Business Development (English Version) - Chapter 4

Chapter 4

Chapter 4 : Generate your sales with a 3-steps process

Author : Dominique Bonnisseau
Co-Author : Corinne Tsamba

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Date of publication May 2019
Pages 18

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In this fourth chapter of Tematys white papers series addressing the issue of SMEs and Start-ups Business Development of Photonic Hardware products, we look into sales process in a practical way with action-oriented methodologies.

We will highlight the best practices to adopt at each key stage of the sales process, starting with the prequalification of incoming enquiries - the initial step. How do you organize? What is the simplest but yet impactful way to operate your prospection? Once your solution has been approved by your customer, it is the final stage of the sales process.

The qualification of your product and its adaptation within the client system is then at stake. It includes multiple back and forth between your teams

CONTENTS


1    INTRODUCTION

    
2    STEP 1 : THE PREQUALIFICATION OF YOUR INCOMING REQUESTS

    
3    STEP 2 : A SIMPLE AND METHODIC PROSPECTION

    
4    STEP 3 : THE FOUR STAGES OF A PRODUCT QUALIFICATION

    
4.1    R&D evaluation    
4.2    The development phase    
4.3    Industrialization    
4.4    The production phase

    
5    CONCLUSION

    
6    ABOUT THE NEXT CHAPTERS

    
7    ABOUT THE AUTHOR

    
8    ABOUT TEMATYS BUSINESS DEVELOPMENT OFFER

    
9    PRESENTATION OF TEMATYS BUSINESS DEVELOPMENT TEAM

    
10    KEEP IN TOUCH WITH US   

Contacts

Dominique Bonnisseau
6 cité de Trévise - 75009 PARIS - France
Email : dbonnisseau@tematys.com

Corinne Tsamba
ctsamba@tematys.com

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