Sales Process Evolution

摘要

As the sales has evolved from feature-based selling into value creating interaction, so has the sales process evolved with the development of understanding and technology. When traditional sales saw a sales process to be like a funnel running from lead generation via sales meetings and negotiations to deals, in today's value sales process sales does not end to sales contract or even after sales. Feature-need-benefit-value framework is combined with characteristics and the competitive advantages of traditional, service, expert and value sales processes.