Sales Process

Sales process refers to the effectiveness of an organisation's people and procedures in delivering an organisation's objectives at the front-line. This covers a range of issues including:

• Sales Culture & Policies
  How do staff members perceive their roles? Are sales and service perceived as antithetical? What standards are in place to help staff understand what is expected of them and provide context for managers to manage staff performance?
• Transaction Sequence
  Are transactions driven by box office staff or are they reactive order takers? Do transactions allow for Active Selling? Are transactions geared only towards a particular segment of your market?
• Perceptions of Value
  Do your staff uphold and promote value or undermine it? Do they use the logic of the organisation's pricing and other policies or impose their own perceptions of value?
• Corporate Messages
  Can staff members explain company policies? Do they understand the rationale behind pricing policy?
• HR
  Does your appraisal system cover staff contributions to the overall objectives? Are your staff motivated?
• Distribution
  How easy is it for customers to access tickets?

There are a number of downloads covering some of these issues available for download in PDF format. You will need to have Acrobat Reader installed on your system. You may download it for free by clicking the Adobe Reader button below.

If you would like to find out more about how we can help your organisation with improving its sales process please visit our What We Do page.

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