Analysis of the Sales Process

Bull is a large company that works to meet organizations IT requirements. They deliver technology to companies but also make it affordable. They design and implement IT systems.
Bull has several sales processes that it follows when they are trying to make a sale.
These are:
Prospecting
This is where the sales person locates and qualifies the prospect. At Bull they will identify a niche in a specialist market. For example, healthcare. They will see an advertisement in the European Journal and then contact the customer and qualify. They will also get customers from exhibitions.
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