Week 6: Planning the sales call

Question 1

What is the planning process before a sales call?

Answer 1

1. Gathering info about the prospect and firm
2. Setting call objectives for the call
3. Making an appointment

Question 2

What kind of info about the individual prospect can you get?

Answer 2

1. Personal: Name, Family, Education, Interests
2. Attitudes: Towards –> Salespeople, company, products
3. Relationships: Bound with other salespersons
4. Evaluation of product/services

Question 3

What kind of info about the organizational prospect can you get?

Answer 3

1. Demographics
2. Prospect´s competitors
3. Prospect´s customers
4. Historical buying patterns
5. Current buying situation
6. People involved in a purchase decision
7. Policies and procedures

Question 4

What kind of sources for info is there?

Answer 4

• CRM
• Internet
• Secetaries
• Non- competing salespeople and secondary sourches

Question 5

Different setting call objectives

Answer 5

1. Specific: What the salesperson hopes to accomplish
2. Achievable and realistic: Challenging, but realistic
3. Measurable goals: Objectively evaluated
4. Time-based: Within a set frame of time

Question 6

Give an example of a call objective

Answer 6

• To have the prospect to agree to a demonstration of the product
• To schedule a meeting to discuss the proposal