1 / 8

Sales Call Plans

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?

tate-battle
Télécharger la présentation

Sales Call Plans

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Sales Call Plans • Set Objectives • Design Sales Call Flow • Describe the Desired Results • Evaluate Progress/Adjust Strategy • Followup

  2. 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”

  3. 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

  4. 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

  5. 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.

  6. 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

  7. 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

  8. 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

More Related