Our Four-Step Process
You expect us to develop new market segments swiftly and successfully. Alongside the customized approach that embraces your unique competencies, the PBS Sales team follows a highly efficient four-step process to market.
Preparation
Assign the Key Account Manager and sales team
Training on-site at principal’s manufacturing plant, obtain understanding of the company, its product range, applications, USP and current markets, and get to know the teams
Jointly identify main players, key target customers and competitors
Draft sales strategy, target markets and distribution channels
Introduce new product to PBS Sales team to share market expertise, contacts and prospects
Launch
Contact existing leads, utilize PBS Sales network
Make personal contact, through phone calls and visits, to introduce the product range to new customers
Visit & walk the key industry exhibitions for target applications
Maintain close follow-up, build relationships
Understand and balance cultures and mentalities between home and targeted countries
Identify end-user needs and translate to product features
Submit progress reports to principal, with regular reviews and adaptations
Business Development
Present product to the decision makers in the key functions of engineering, purchasing, quality and finance, and understand their needs
Build solid relationships, pay regular visits, also together with principal
Obtain RFQs, support quoting process with principal, present offer to customer
Regular, persistent follow-up with decision makers to close orders
Deliver pro-active service support, ensure accessibility for customers to become the easy-to-work with supplier
Account Management
Support PPAP/release process and SOP for smooth start-up
Lobby; regular contacts with all involved departments
Support daily sales operations, claims, payments and delivery issues
Secure existing projects; identify incremental sales opportunities and future projects
Make joint visits with principal executives to customers
Do reporting, budgeting and forecasting as per directions of principals
Video: Our Four-Step Process
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