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  • PART 4 - Stage 3 (Commitment)

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    Atha Fitrah Riyadhi
    5 views10 pages
    The document outlines the commitment stage of a sales process. It discusses negotiating with customers to finalize agreements. The goals are to meet customer needs and expectations by understanding their desired experience and tasks. Negotiations aim to finalize key deal points before moving to the next stage of purchase. Progressing depends on overcoming any disqualification or delay criteria.

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    The document outlines the commitment stage of a sales process. It discusses negotiating with customers to finalize agreements. The goals are to meet customer needs and expectations by understanding their desired experience and tasks. Negotiations aim to finalize key deal points before moving to the next stage of purchase. Progressing depends on overcoming any disqualification or delay criteria.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
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    5 views10 pages

    PART 4 - Stage 3 (Commitment)

    Uploaded by

    Atha Fitrah Riyadhi
    The document outlines the commitment stage of a sales process. It discusses negotiating with customers to finalize agreements. The goals are to meet customer needs and expectations by understanding their desired experience and tasks. Negotiations aim to finalize key deal points before moving to the next stage of purchase. Progressing depends on overcoming any disqualification or delay criteria.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 10

    Stage 3 – Commitment

    B - Negotiate A - Purchase

    © SAP SE or an SAP affiliate company. For SAP Internal and Partner Use Only. All rights reserved. 1
    B - Negotiate

    © SAP SE or an SAP affiliate company. For SAP Internal and Partner Use Only. All rights reserved. 2
    B - Negotiate
    What Customers Want

    Mindset Goals

    Desired Tasks
    Experience

    © SAP SE or an SAP affiliate company. For SAP Internal and Partner Use Only. All rights reserved. 3
    B - Negotiate
    What To Do

    Prior to this phase In this phase

    The main goal

    © SAP SE or an SAP affiliate company. For SAP Internal and Partner Use Only. All rights reserved. 4
    B - Negotiate
    Can You Move Forward?

    When can you move to the next phase?

    Disqualification / Delay Criteria

    © SAP SE or an SAP affiliate company. For SAP Internal and Partner Use Only. All rights reserved. 5
    A - Purchase

    © SAP SE or an SAP affiliate company. For SAP Internal and Partner Use Only. All rights reserved. 6
    A - Purchase
    What Customers Want

    Mindset Goals

    Desired Tasks
    Experience

    © SAP SE or an SAP affiliate company. For SAP Internal and Partner Use Only. All rights reserved. 7
    A - Purchase
    What To Do

    Prior to this phase In this phase

    The main goal

    © SAP SE or an SAP affiliate company. For SAP Internal and Partner Use Only. All rights reserved. 8
    A - Purchase
    Can You Move Forward?

    When can you move to the next phase?

    Disqualification / Delay Criteria

    © SAP SE or an SAP affiliate company. For SAP Internal and Partner Use Only. All rights reserved. 9
    F - Recognize E - Consider D - Evaluate C - Select B - Negotiate A - Purchase

    © SAP SE or an SAP affiliate company. For SAP Internal and Partner Use Only. All rights reserved. 10

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