YSP Oy does not have at the moment proper sales tools like software demonstrations and software demo videos at their disposal. The qualitative research about software demonstrations and software demo videos as sales tools was researched in the internet and in literature. The objective was to find out information based on which YSP Oy could afterwards start to design and develop software demonstrations and software demo videos.

At first general sales process is discussed, which gives understanding of how the rest of the parts fits into the sales process. Sales process includes following six phases: 1. Qualification, 2. Presentation and demonstration, 3. Product evaluation, 4. Selection and negotiation, 5. Closure

The next part is about qualification process which is one of the most important phases in the sales process. The purpose of the qualification process is to find out as much information as possible about prospects and customers. Is the prospect really going to by the type of product which is the company is selling? Does the prospect have budget to buy? What are prospect’s critical business issues? What are the reasons to the critical business issues? Can the software company offer the specific capabili-ties which can solve the prospect’s critical business issues?

The software demonstrations and software demo videos are built based on the information gathered during the qualification process. It is important that the demonstrations present functions which can help prospects and customers solve their critical business issues. It does not matter how cool func-tions are presented in a demonstration and the prospect might lose his or her interest if the func-tions which can help to solve their critical business issues are not presented.

The thesis gives good starting point to YSP Oy to start to develop software demonstrations and soft-ware demo videos.