Selling Services Procedure
Selling Services should be approached in a methodical manner.
- Sales Managers use marketing materials & Customer
Sales Books in formal personal sales calls to likely customers. Others
use marketing materials in informal meetings with customer.
Managers document any sales calls that could impact business or others
each week in a Sales
Call Report form & store in ABC’s DCS
with Sales Call Report keywords in the name (e.g., “Intel F12 / ABC
Sales Call Report 091203”).
- Sales Managers enter new
sales opportunities & status of existing opportunities each week in a
Sales Forecast form & store in ABC’s DCS with Sales Forecast
keywords in the name (e.g., “ABC Austin 2009 Q3 Sales Forecast”).
- Director of Sales rolls up Sales Manager forecasts in a Sales
Forecast form & stores in ABC’s DCS with Sales Forecast keywords in
the name (e.g., “ABC 2009 Q3 Sales Forecast”).
of Sales will likely hold periodic sales meeting with co-workers
(particularly Sales Managers) to discuss Call Reports, Sales Forecasts,
Account Penetration Strategy, lead/contact sharing, & product
- For future reference by all ABC employees,
Sales Managers will likely add new customer contacts to the ABC’s
Contact Management System.
- Sales Managers provide Sales
Proposals to customers & store in ABC’s DCS with Sales Proposal
keywords in the name (e.g., “Intel F12 Chain Lubrication Sales Proposal
- Directors ensure Service Contracts (SOW
Agreements) are properly documented, recruited, reviewed, approved,
costed, priced, negotiated, purchased, published in ABC’s DCS, rewarded,
& set-up. Refer to the Contracting
Services (Writing a SLA / SOW Agreement) Work Instruction.
receiving a Purchase
from customer to ABC, an Administrative Assistant enters the order in
ABC’s Order Processing System.
- Administrative Assistant
enters ABC internal Orders in ABC’s Order Processing System. selling services
Assistants create ABC Invoices, provide to customer, & track when
Payment is received.
- For Service Contracts (SOW
Agreements) with variable price, Site Managers provide Billing Matrix /
Reconciliation Report, etc to Director of Finance and store in ABC’s DCS
with Billing Matrix or Reconciliation Report keywords in the name
(e.g., “Freescale Billing Matrix 090501” or “IBM Reconciliation Report
- Director of Finance creates Invoices for
Service Contracts (SOW Agreements), provides to customer, & tracks
when Payment is received.
- ABC = Fake name of company used in our procedures.
= Document Control System for users to write, approve, publish, find,
& read controlled documents.
- PO = Purchase Order
- SOW = Scope Of Work
- SLA = Service-Level Agreement
negotiated between a service provider and customer (not a third party)
recording a common understanding about services, priorities,
responsibilities, gauarantees, and warranties. Each area of service
scope should have the 'level of service' defined. It should specify the
levels of availability, serviceability, performance, operation, or
other attributes of the service such as billing.