sales process

The sales process is a systematic and continuous procedure that comprises both centralized and decentralized activities and includes the operational implementation of the sales strategy.

The sales process involves all activities and decisions that determine the distribution path of a product from the supplier to the (end) customer. The sales process can be differentiated between decisions concerning acquisitional and logistical processes. Acquisition-related decisions include processes concerning new customer acquisition, customer retention and customer recovery. Logistics-related decisions concern physical processes of product and transport logistics.