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Overview of Sales Activities

Normally all Sales activities (leaving out the activities undertaken by Marketing function) can be broadly categorized into pre sales and post sales activities. Pre Sales activity is a process which happen before product is sold to customer.

 

Pre Sales Documents

They are of 2 types:

1) Inquiries and

2) Quotation

Inquiries :

Inquiry documents are customer request for information about product.(e.g. Is product is available, product cost, delivery date etc). T-codes for Inquiries are -

  • VA11 - Create Inquiry
  • VA12 - Change Inquiry
  • VA13-  Display Inquiry

Quotes:

This is a legally binding document to the customer, for delivering product or service to customer T-codes for Quotes are -

  • VA21 - Create Quotation
  • VA22 - Change Quotation
  • VA23-  Display Quotation

 

Pre sales Support

It defines  tracking of customer contacts by sales visits, phone calls, letters and direct mailings.

  • Customer Tracking : Sales personnel track customer.
  • Mailing Campaigns: Sales personnel or company arrange a mailing campaigns to reach customers.
  • Customer telephone Queries: Sales support  personnel  answer  Customer queries.

 

Post Sales activities

These activities include  Farming, Relationship Management and Support.