Sales Management

Sales Funnel

Suspect: A suspect is someone you have not spoken to and he appears similar in profile to your target customer, you may decide that they are worth pursuing. You generate awareness for these leads. To gain customers attention, Coca - Cola makes a lot of advertisement and in colours that will get the attention.

Prospect: Then interest is generated in the suspect. A prospect has confirmed interest in your offering. By using various marketing tools like promotions, Ad campaigns etc. Coca – Cola generates interest in the suspect by targeting on his need and converts him into a prospect

Qualified prospect: Qualification is the most critical and demanding stage of the sales funnel. In the qualification process, you verify that the prospect has a need for your product, that the prospect sees value in your offering, that there is sufficient budget for a deal, that you have access to the decision-maker, and that there is an agreed-upon timeline for the sales process. As Coca – Cola is an FMCG product, it is easy for the company to create value for the prospect and convert him into a qualified prospect.

Committed: Ideally, you want to close the deal when all red flags have been dealt with. When a customer has agreed to move forward with a deal, they are “committed”. What remains is to work out the details of delivery and payment, all of which have the potential to “undo” the commitment. Being an FMCG product, it is east for Coca – Cola to persuade the customer to buy the product.

Transacted: A sale has transpired when the customer buy the product. With the use of marketing mix, Coca – Cola completes all the stages of Sales Funnel.