Business Dictionary (n.d) defines customer value as “The difference between what a customer gets from a product, and what he or she has to give in order to get it” (para. 1). When customers buy a specific product, they like to be satisfied with it. If not, they will buy it in a different place next time. The sales management processes are not just about helping the company to achieve their set sales goals, it is also about keeping the industry updated with the new things that appear every day and which can lead the company even to a success or failure. There are three key aspects that sales managers must take in account when it comes to the sales process. These are: “Sales operations, sales strategy, [and] sales analysis” (Pipedrive, 2016). Stark and Steward (2011) suggest five steps that can help companies create a better customer value. These steps are: “Understand what drives value for your customers,” “Understand your value proposition,”
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- Spring '18
- Sales, Stark, sales management processes