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Sales Call Plans. Set Objectives Design Sales Call Flow Describe the Desired Results Evaluate Progress/Adjust Strategy Followup. Sales Call Planning. Related to Key Account Strategy What would you like to accomplish?

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Presentation Transcript
sales call plans
Sales Call Plans
  • Set Objectives
  • Design Sales Call Flow
  • Describe the Desired Results
  • Evaluate Progress/Adjust Strategy
  • Followup
sales call planning
Sales Call Planning
  • Related to Key Account Strategy
  • What would you like to accomplish?

* Goals for the account-increase concentration or market penetration

* Update information

* Learn business goals and needs

“ increase sales, improve knowledge, reduce expenses, upgrade business, improve financial results”

sales call strategy
Sales Call Strategy
  • * Develop unique product and service bundle in tune with goals- p. 236
  • * Make the best use of resources
  • * Measure satisfaction/ goal revision
sales calls and selling cycle
Sales Calls and Selling Cycle
  • Agronomic example
  • July/August/September-Ask about business goals, Followup on user satisfaction
  • October-Share marketing program, fit program to goals
  • November- Ask for business/ start to ask for business.
  • December- Deliver product/ train sales staff
sales calls and selling cycle continued
Sales calls and Selling Cycle(continued)
  • January/February/March- provide sales support, ensure product availability
  • April/May/June- Support customer service, Co-calling
  • July/August-deliver incentives, ask about goals for the year.
sample call plans
Sample Call Plans
  • Vary by type of customer and purpose
  • Table 10.2 , p. 242

Examples:

1. New Customer

2. Re-selling

3. Service call

4. Handling a complaint

5. Determine customer satisfaction/build relationship

designing a sales call plan
Designing a Sales Call Plan
  • Example. P. 246-7
  • Oak Hills Farm-sections

* Who are you calling on/key contact

* Business goas

* Who are you calling on

* Probable needs at this point of relationship

* How they buy(type)

* Objective

sales call plan
Sales Call Plan
  • * Who is in the sales team
  • * What sales aids are to be used
  • * Steps in the plan- ask for meeting of experts, set date of the meeting
  • * Call Flow
  • Introduction, confirm problem/challenges, suggest strategies, share data/information, ask permission to submit proposal
  • * Anticipated Results/ Measurement/Followup
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