The sales process generally consists of the following steps:

• Select Target Customers
• Prepare Sales Presentations/Sales Calls
• Make the Sales Presentation/Sales Call
• Close the Deal (Consummate the Transaction)
• Follow Up with the Customer (about their contentment with the product)

What is a Sales Mix?

The sales mix refers to the proportion of products that a business sells, it is a calculation that seeks to identify the variety of products and the proportion a company sells at a particular time.

When this calculation is done, it reflects the proportion of a product sold in relation to the total sales of the business.

For instance, if a business sells 100 units of products for a day, 80 units of products might be product A while Product B and C share the remaining 20 units.

Typically, different products have different levels of profitability, the onus is now placed on a company’s management to reduce or stop selling products with low profitability and increase the sales of highly profitable products.

What is a Sales Methodology?

A sales methodology refers to an approach employed by sales consultants in developing their sales skills and sales processes. Sales methodologies differ from business to business but they basically describe the peculiar approaches that sellers use in achieving sales success.

A good practice of sales methodology means that members of a sales team are equipped with skills and frameworks that will help them become expert sales representatives.

Because there are many sales methodologies, there are also many training vendors and consultants such as Consultative Selling, SPIN Selling, Provocative Selling and others.

For any business that wants to attract a good range of customers, a good sales methodology must be put in place.