Sales Process (B2B Sales)

Diagram all touchpoints, negotiation strategies, and real-world situation handling skills dedicated to the Manufacturing & Trading sector.

Message from Manager

"The products the company deals in all carry very high value. If there is anything unclear or uncertain, proactively ask your superiors, absolutely don't hesitate! A wrong decision can lead to very large compensation consequences, and we truly never want to punish or see anyone suffer losses due to completely preventable mistakes."

Swipe horizontally to view the entire tree diagram
Step I: Customer prospecting

In reality (Industrial park)

Distribute flyers, request information from the person in charge of Engineering / Purchasing directly at the factory.

💡 Practical tip (Tip):Prioritize targeting factories that are newly built or under construction. You will easily get contact information, seize the "first-mover advantage" and get into the Vendor list earliest.
⚠️ Important requirement:Especially for new employees, it is necessary to carefully prepare an approach script (greeting, 30-second introduction) to be confident, professional and increase the success rate of getting contact information through security/reception.

Online Search

Call to request information from technical / purchasing departments.

⚠️ Mandatory requirement:Prepare a professional Telesales script to "overcome" the switchboard/receptionist barrier and increase the successful connection rate.

Inbound Customers

Receive proactive customer contacts (Customer base with existing demand, highest closing rate).

Step II: Introduction & Consultation
Scenario 1
Proactive Outreach (Industrial Parks & Online)
Generating Interest & Exploring Needs

Provide an overview of the company's capabilities and product ecosystem to explore and assess which segments the customer might have a demand for.

Tools & Key Highlights:

Send Company Profile, Catalogues, Flyers, Product Briefs, Website Links... and tactfully offer attractive discount and commission policies to capture the person in charge's interest.

If the Customer Uses Equivalent Products
  • Deep dive into Pain-points: Understand and provide thorough solutions to the problems they are facing with the old supplier (schedule, technical errors...).
  • Penetration strategy: Proactively seek opportunities to send competitive quotes so customers have more options to compare and optimize costs.
Nurturing & Positioning (Top-of-mind)

Interact and check in periodically to maintain connection. Deepen product impression, ensuring customers will immediately think of you first when needs arise.

Scenario 2
Inbound Customers

3 quick handling approaches:

  • Products for sale: Get a quote immediately.
  • Other product codes: Consult to switch to company's product with equivalent specifications (spec).
  • Fix new code: Report to management to find manufacturer for import (if feasible).
Steps III & IV can be swapped in order

Step III: Quotation & Negotiation

  • ✓ Detailed quotation & confirm order lead time.
  • ✓ Deposit: Required for special manufacturing machines, large-value orders, customers from other regions, or new customers (Discuss with Manager).
  • ✓ Delivery: Free shipping for manufacturing customers.
  • ✓ Additional fees: Quote extra fee for on-site export declaration (for small-value orders).
  • ✓ Agree on discount & payment (requires tact).

Step IV: Survey & Sample Testing

  • ✓
    First-time cooperation clients: Should arrange a survey meeting, introduction, and actual sample test run.
    Maximize order conversion rate.
  • ✓
    Repeat customers: Not necessarily need to test the product.
    *Only re-survey & re-test if requested by the customer or the nature of the order truly requires it.
Important purpose: Understand requirements clearly to avoid mistakes. Industrial park customers especially need good after-sales and technical support. Increase trust to close orders.
Critical Touchpoint

Follow-up: Handling "Silent Customers"

If the customer has not confirmed the order after receiving the quote or testing samples, never leave them unattended. Proactively follow up immediately to:

1. Check ProgressCheck if the customer has finished evaluating the quote/samples. Ask if they need any clarification or additional information.
2. Identify ObstaclesTactfully inquire about the reason for delay: Over budget? Technical requirements not met? Pending management approval? Or comparing with competitors?
3. Resolve & AcceleratePropose additional support solutions, offer flexible policy adjustments, or involve upper management in negotiations to break the ice and close the deal.
Step V: Sales Closing, Delivery & After-Sales
1. SalesReceive Purchase Order (PO)Confirm order, sign Contract
2. Delivery & InvoiceFactory delivery*(Get signature on Delivery Note)*
⚠️ Note: Record video/take photos of the Product before delivery (Clearly showing: Serial number, quantity, Product condition).
3. CommissionPay Commission as committed
4. After-Sales
  • After-sales technical support
  • Product warranty
  • Periodic maintenance...
Top-of-mind: Maintain interaction, check in periodically to close subsequent arising orders.
\n

Sales Process (Sales B2B)

Diagramming all touchpoints, negotiation strategies and real-world situation handling skills dedicated to the Manufacturing & Trading sector.

Message from Management

"The products our company distributes are all of very high value. If anything is unclear or uncertain, please proactively ask your supervisor—do not hesitate! A single mistaken decision can lead to substantial compensation consequences, and management truly never wants to penalize anyone or see anyone suffer losses due to completely preventable mistakes."

Swipe horizontally to view the entire tree diagram
Step I: Customer prospecting (Dealers / Trading)

Customers come on their own (majority)

Commercial customers come to the company to inquire about purchasing products or request a quote for a project.

Proactive search

Proactively search and invite capable trading companies to become distributors or agents.

Step II: Receiving & Product Analysis

Based on the commercial customer's requirements, provide one of 3 quick handling directions:

Products for sale:Get instant quote.
Different model product:Consult on switching to a product model with equivalent specifications of the company.
Fix new code:Report to management to find manufacturer for import (if feasible) for high potential projects.
Step III: Project cross-check (Cross-check End-user)

MANDATORY: Verify End-user

Need to check which End-user this order/project is being sold to by the intermediary Trading company.
Is there overlap with the project the Company is selling directly? Overlap with another salesperson? Or overlap with another Dealer / Distributor that has registered for protection?

Tip for judgment (If customer does not provide End-user):
Look at the Product Code (Spec) and Product Quantity requested at the same time to judge if they match any internal ongoing project.

Step IV: Routing & Quotation Decision

🎯 Core Principle:The quotation decision is not only to protect the orders of internal sales staff, but also to strictly protect Dealers / Distributors who have previously registered the End-user.

Scenario 1: New Customer

Order does not duplicate with old customers, internal sales projects or of other registered dealers.

Action:Apply pricing policy and deeper support. Can provide test samples or accompany the Dealer to support customer testing if the potential order is large (Need to discuss with Sales & Management Department).
Situation 2: Company yields

Duplicate project directly of the Company, but the Commercial partner has strong capabilities so the Company decides to yield.
(*Absolutely NOT applicable if overlapping with another Dealer / Distributor's customer).

Action:Support a good price for trading companies to close the project.
Situation 3: Duplicate (Clear name)

Identify for sure the duplicate of the protected project (from internal sales staff or other Dealers).

Duplicate internal sales:Reject: "This project has already been registered by another party, I kindly ask not to quote."
Matching registered dealer:Contact to ask about that dealer's intention. If they GIVE UP ➔ Apply as in Scenario 1. If they DO IT ➔ Refuse to quote or quote HIGHER (blue team) to support that dealer / distributor.
Scenario 4: Deduction

Customer hides End-user, but correctly deduces duplicate order by examining Product Code & Quantity.

Action:Quote HIGHER to act as a decoy, supporting the Sales rep currently working or registered Dealers (Need to discuss with Management).
Step V: Quote & Negotiation
  • Detailed quote: Exact order lead time.
  • Payment: Require 100% advance payment when ordering.
    Or deposit for high-value orders (or must wait for processing, import) and pay the remainder before delivery (Deposit ratio needs to be discussed with Manager).
  • Delivery: The default quoted price DOES NOT include shipping costs.
    If the order is large or the customer requests free shipping negotiation to close the deal ➔ Need to discuss with Sales & Management department.
Step VI: Sales, Delivery & After-Sales
1. SalesReceive Purchase Order (PO)Confirm order, sign Contract (if required)
2. Delivery & InvoiceDelivery, issue invoice
⚠️ Note: Record video/take photos of the Product before delivery (Clearly showing: Serial number, quantity, condition).
3. After-Sales
  • Product Warranty
Top-of-mind: Maintain interaction, follow up periodically to close additional arising orders.