High impact or complex business opportunities that have not been achieved by digital or remote channels are managed by sales forces that contact the client with a plan that considers various interactions and proposals over time.
The needs and priorities of the current client are confirmed with an inquiry protocol. This situational analysis defines the mix of products and services to be offered, the resources necessary to obtain the business, and the critical success factors.
Sales tactics consider the complexity and impact of the purchase decision, as well as the urgency and alternatives that the customer has. They are scenarios that vary in number and intensity of interactions.
The agreed amounts, payment methods, delivery times, and technical guarantees are reviewed in detail when closing a business. The growth scenarios that the client accesses in their account development program are also described.