PRESENTED BY: ANKIT YADAV ROLL NO : 98

MARKETING MASTERMIND
AUTHOR: PRIYANKA AZAD VOLUME NO: XI JULY, 2011 REFRENCE NO # 10M-2011-07-04-01
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INTRODUCTION
The global IT market continues to grow with organizations all sizes and form diverse business

increasing their level of computerization and adopting more up-to-date systems.

Most IT organizations have teams & departments whose responsibility is to create necessary groundwork for the sales & marketing team to present solutions & services that organization can provide to its prospective customer & thus relationship process starts.
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 Pre-Sales plays a very important role in

the process of attracting customers.

An organizations pre-sales team plays the

important role of being the eyes and ears for procuring business & entering into new agreements.
Pre-Sales Carries out the basic work &

supports to the sales and marketing team in responding to a prospective customer's needs.
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LEADS
A Lead can be defined as information about a

potential prospect that enables the organization to offer its products/services. The pre-sales process is initiated by a lead
The three most important sources of leads are:

(i) Request for Proposal (ii) Internal Lead & (iii) Cold Calling
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Why is Pre-Sales Important ?

Core Benefits Large organizations with dedicated pre-sales teams tend to build a large information base over time while interacting with various prospects.

The Pre-Sales Team provides support to the sales and marketing team in providing all the relvant

information on the basis of which the sales and marketing team can approach the client with a formal proposal.
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 Pre-sales activities facilitate better

resource utilization. The organization gains from the technical capabilities of the resource persons involved & the individuals concerned are able to contribute towards the goals of the organization.
Networking is another advantage of pre-sales

activity. Pre-sales team members often approach various groups & departments inside the organization.
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Pre-Sales: The Working Principle

In a nutshell, the end-product of pre-sales

activity is an offer submitted to the client that clients need, together with all supporting information.
There are three main consideration while

creating a proposal are: 1. Technical Solution 2. Administrative Approach 3.Financial Aspects

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TECHNICAL SOLUTION:
A proposal by its very nature provides details of the proposed solution to a requirement from the customer. The details would include all necessary technical aspects.

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ADMINISTRATIVE APPROACH:
Once solution is determined, pre-sales team helps to ascertain the factors that will facilitate implementation of the solution

FINANCIAL ASPECTS:
One of the key elements in proposal is the costing details.

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Some of the constituents are:

Total cost of the project Billing model-whether based on Time & Material (T&M) or Fixed Price (FP)
Individual Proposal

Invoicing mechanism Mode of Payment

Organizational. Practices

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CONCLUSION:
Pre-Sales has been an extremely crucial activity for marketing organizations. Pre-Sales has been utilized for acquiring & detailed knowledge of the prospects which in turn has a

positive impact on sales.

The task of Pre-sales team is especially vital in the IT

industry because need of every customer are unique and products & services are highly customized.
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