CORPORATE SALES

PROCESS (SAMPLE)
Process description
Corporate sales process refers to a repeatable set of steps that a sales team takes with a prospect
to move a potential customer from an early stage to a
closed deal.

This process helps to define customer needs and expectations in order to meet
them in a better way. It also provides sales team with the current status of
each sales and helps managers to track the performance of their sales teams.

Participants
• Sales supervisor

• Sales manager

Generated on 6/22/2022 with Studio Creatio 2 of 7

Process elements
Element Description

The process starts when parts agrees to discuss sales

Start Event
conditions.

Outgoing flows Next steps

Connection Qualification

Qualification During this process, a sales manager qualifies the customer

by confirming their need in our products or services, and
Sub Process Collapsed
learns about their budget. If they have no need in our
products, the process is finished at this stage. If they do, the
process moves on to the next stage.

Outgoing flows Next steps

DefaultConnection Schedule meeting

No need in our Outline the reason of

products rejection

Schedule meeting A sales manager arranges the date and time of a meeting to
present the company's products or services in a way that
User Task
completely fulfills the client's need.

Outgoing flows Next steps

Connection Date changed?

Date changed?

Exclusive Gateway

Outgoing flows Next steps

Yes Schedule meeting

DefaultConnection Prepare presentation

Generated on 6/22/2022 with Studio Creatio 3 of 7

 Element Description

Prepare presentation The presentation is the most crucial stage in the sales cycle
and requires the most preparation. A sales manager should
Task
present the company's products or services in a way that
solves the customer's issue. It is necessary to demonstrate
how our product or service will improve their day-to-day
operations, and how exactly we can help them achieve
their goals better than any other competitor.

Outgoing flows Next steps

Connection Conduct presentation

Conduct presentation A sales manager presents the company's products/services.

Manual Task

Outgoing flows Next steps

Connection Interested?

Interested?

Exclusive Gateway

Outgoing flows Next steps

DefaultConnection Prepare proposal

No Outline the reason of

rejection

Prepare proposal A sales manager prepares a detailed description of the

solution. Additionally, they have to form pricing options
User Task
that meet customer's budget requirements.

Outgoing flows Next steps

Connection Approve proposal

Generated on 6/22/2022 with Studio Creatio 4 of 7

 Element Description

Approve proposal A sales manager has to approve the proposal with their
supervisor and discuss possible tactics.
Task

Outgoing flows Next steps

Connection Approved?

Approved?

Exclusive Gateway

Outgoing flows Next steps

Yes Submit proposal

Connection Prepare proposal

Submit proposal A sales manager submits the proposal to the customer. On

this step, all involved parties are discussing the terms of the
Send Task
proposal and the customer makes a decision to accept or
decline it. This step also provides an ability to change the
budget if the proposal conditions do not fit the customer's
financial expectations.

Outgoing flows Next steps

Connection Accepted?

Accepted?

Exclusive Gateway

Outgoing flows Next steps

Rejected Outline the reason of

rejection

No Agree on discount with

supervisor

Generated on 6/22/2022 with Studio Creatio 5 of 7

 Element Description

Yes Contracting

Outline the reason of The sales process may be canceled at any given moment if
rejection the customer declines the offer.

User Task
On this step, a sales manager has to outline reason of
rejection and any issues that occurred during the sales
process.

Outgoing flows Next steps

Connection Closed lost

Closed lost

End Event Terminate

Agree on discount with If the customer does not accept the proposal, a sales
supervisor manager chooses the type of pricing discount with their
supervisor. If the discount is selected, a sales manager
Task
submits the updated proposal to the customer. If they
cannot agree on a discount, the manager has to notify the
customer.

Outgoing flows Next steps

Disagreed Notify customer

Agreed Submit proposal

Notify customer Sales manager notifies the customer about our company's
inability to provide a discount and learns if they accept the
Send Task
existing terms.

Outgoing flows Next steps

Connection Existing terms

accepted?

Generated on 6/22/2022 with Studio Creatio 6 of 7

 Element Description

Existing terms accepted?

Exclusive Gateway

Outgoing flows Next steps

Yes Contracting

No Declined

Contracting The "Contracting" stage is a process of creating and

negotiating the terms of a contract.
Sub Process Collapsed

This step may also be the last if all parties failed to reach an
agreement.

Outgoing flows Next steps

DefaultConnection Closed won

Cancelled Outline the reason of

rejection

Closed won

End Event Terminate

Declined Proposal declined

End Event Terminate

Generated on 6/22/2022 with Studio Creatio 7 of 7