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ICKR follow-up cycle

 
 
model's image

characteristics

country:
United States
period:
type:
checklist
role:
change agent, coach and trainer
activity:
reflect
topic:
marketing & sales
abstr. level:
individual
perspective:
learning
status:
under review
module:
personal selling
comments:
0
 

description:

A simple sales cycle consists of the following five phaseslead qualification; prospecting or marketing; proposal development; deal closure; sales follow-up.  The outcome of the follow-up phase (step 5) should feed back into step 3 where new proposals are developed, shortcutting the time intensive phases of lead qualification (1) and prospecting(2). Empirical research showed that customer...

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