SPE Science

Sales Process Engineering results from our scientific research and analysis of B2B buyer behaviour. We have modeled how the need arises and then develops for a specific product/ service category; the (in)formal methods and qualitative/ quantitative criteria for the evaluation of options by buyers; and what determines the final decision for selection and purchase.

Analysis of the progressive stages of this buying process has established what each vendor has to do to influence buyer decision-making: how the sales and marketing process must be organised and managed to meet customer needs for critical information and service at each key stage of the buying process in order to secure consistent sales success.

Methodologies employed include models of Buyer Decision Processes; Operations Research and Management Science; and NLP Metaprograms and Modeling. A full list of references is available