Abstract

Abstract

In this paper, you will read about the entire sales process from open to close. The 7 main steps involved in selling will be explored. These steps are Prospecting, Qualification, Demonstration, Evaluation, Negotiation, Closing, and Nurturing (Freshworks, n.d.). There are many variations to each label of these steps but the main idea behind them remains; to fully understand the sales process, you must understand the concepts and objectives behind each step.

After describing the sales steps, you will also read about different techniques used in each process described. The number of techniques available in each sales step is almost endless. Every salesperson has their own idea and personal experience with many techniques. There will be an abundance of these techniques explored and evaluated depending on the type of sale attempting to be achieved.

Lastly, throughout the paper examples will be used to provide clarity for each sales step and technique. These examples will often involve general life experience to explain the idea that our entire life is a sale. This idea references the connection between daily life and the importance of communication, body language, and persuasion. These are keys features in the Sales Process.

Keywords: Sales, Presentation, The Close

Year Manuscript Completed

Fall 2021

Senior Project Advisor

G. Michael Barton, MBA, SPHR

Degree Awarded

Bachelor of Integrated Studies Degree

Field of Study

Applied Sciences

Document Type

Thesis

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