Definition

sales cycle

The sales cycle is the sequence of phases that a typical customer goes through when deciding to buy something. As a rule, the sales cycle is described from the customer's perspective. The first phase of the sales cycle may be either the customer's perception of a product, or a perception of a need that the product might satisfy. The following steps include research and evaluation; the last step is the customer's decision to purchase the product.

Related glossary terms: interrupt marketing, native advertising, content marketing , e-score, silent attrition, CRM (customer relationship management), Hospitality Financial and Technology Professionals (HFTP), one-to-one-marketing (1:1 marketing), LevelUp, Hospitality Information Technology Association (HITA)

This was last updated in April 2007

Posted by: Margaret Rouse

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