Automotive: Sales Process Example
Every project is likely to be different but, as an example of what may happen in the initial period, Waretech might do the following:
- Identify target customers in the region
- Discuss and agree with the Principal the sales approach (what merits can we offer the target customers, comparison to the competition etc.)
- Together with the Principal, prepare the key sales materials (brochure, samples etc.)
- Identify the individuals to approach within target customer organisations. We may be able to "short cut" here if we have existing contacts who can introduce us but, if not, then we are very used to approaching new contacts "cold" in a professional way.
- Make the initial approach and present - ideally at a face-to-face meeting - the company and its products/services.
- If we can find common ground with the prospect company, push for opportunities to take it to the next level: obtain an RFQ whether for real business or a benchmark quote, obtain target price levels etc.
- Work together with the Principal in the cost estimation / price setting process and present the quotation.
- Negotiate necessary agreements: Non Disclosure Agreements, Confidentiality Agreements, Purchase Agreements etc.