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P a g e 11 sales funnel the sales funnel refers to

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P a g e|11SALES FUNNELThe sales funnel refers to the process which is used by the companies to lead the customer to buythe product. Companies try to find, qualify, sell the product to the prospects. Sales funnelbasically talks about the shrinkage of large plan to target lots of people but later focus on thosewho are really interested2. AIDA model is used in sales funnel. It has 4 important stages:Awareness- It refers to spreading the awareness of our products and brand in the minds of thecustomers.Interest- It refers to stimulating interest in the benefits of our product, so that customer is willingto research more about the product.Desire- Generating desire to buy the product from their liking for the product.Conviction- Seller tries to obtain the conviction of the buyer through several techniques.Action- It is the final stage when salesperson sell the product to the buyer at his conviction.In my opinion, sales funnel is related to three primal theories as they talk about prospecting.Quantitative theory suggests approaching to maximum customers in order to sell more.Qualitative theory recommends delivering a wonderful experience to the customers to retainthem. It doesn’t allow to get in touch with lots of customers. Motivational theory advises to keepthe salesforce motivated to keep pushing them to achieve their goals. Sales funnel is required inevery theory to succeed.Implication of primal theory on sales trainingSales training will be affected by the type of sales theory adopted by the company. If they chosequantitative theory, training would be more focused on teaching selling techniques rather thanestablishing long term relationships. The firm will have low confidence in them as they don’thave any skill set but deliver the learnt presentation.The qualitative theory can alter sales training by focusing more on customer retention rather thancustomer acquisition alone. The skills for earning trust and creditability will be taught throughtraining. Here, firm will have greater confidence due to competence in the knowledge and skillsof their salespersons.Lastly, if the firm has adopted the motivational theory, the firm needs to focus on training thesales force to improve their skill set as they are motivated to give their best at their job. The firmwill have higher expectations from such salesforce and provide more autonomy to them toexperiment with their creative ideas.2Adam, L. (July 28, 2017). What Is a Sales Funnel? Retrieved from
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Term
Summer
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Tags
Sales, sales representative, sales training

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