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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* 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”
1. New Customer
3. Service call
4. Handling a complaint
5. Determine customer satisfaction/build relationship
* 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)