Sales funnel – a marketing analytic tool

The article is dedicated to determining the practical value of principles building such a marketing tool instrument as sales tunnel. Sales are key success any enterprise, most important task, research and decision-making at all levels management. Efficient management practices essential for competitive strategy company. funnel model aimed client which accurately demonstrates stages customer promotion before purchase product. Analysis behavior, motivation, each stage funnel, makes it possible adjust behavior client, unobtrusively stimulate interest in buying. very term was proposed by American advertiser Elias Saint-Elmo Lewis 1898. that allows identify major stages, define characteristics client’s stage, accept techniques, becomes basis this analysis construct communication with client. It researched funnels customers differ motivation move on next funnel. considers classical hierarchy needs A. Maslow additional permutation. pyramid make formulate several basic business sales, they’re ones push purchase. confirmed determine true need potential build making strong arguments, may encourage him buy An example five-level considered, specificity an approximate set measures investigated. Features classic identified. average ratio first fifth has been determined be 1:10. Accordingly, if greater, one must find cause pick up measures, lower, it’s good sales. peculiarity Internet store task tools outlined. carried out maximize use resources, well optimally structuring existing processes. This also determine, where chain conversion opportunity lost how can removed. rate used measure defining tasks department.