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Answer Posted / kanika
Sales are the front end of a company or firm. The company
takes good number of initiatives to meet the customers'
expectations. Sales and Marketing are the parallel themes
for a company to run. But Sales is said to be toughest job.
It involves lot of things to go through for a sales man.
Hence they need to take care of few steps to reach their
target or to convince the customer. XEROX is the company
which has given a term for the sales people to handle sales
in a professional and perfect manner. They have defined it
as SPANCO.
SPANCO - Suspect, Prospect, Approach, Negotiations, Closure
and Order.
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