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? * 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 • * 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 • 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) • 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 • 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 • 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 • * 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