Presentation on theme: "Sales Call Plans Set Objectives Design Sales Call Flow"— Presentation transcript:
1 Sales Call Plans Set Objectives Design Sales Call Flow Describe the Desired ResultsEvaluate Progress/Adjust StrategyFollowup
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 exampleJuly/August/September-Ask about business goals, Followup on user satisfactionOctober-Share marketing program, fit program to goalsNovember- 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 availabilityApril/May/June- Support customer service, Co-callingJuly/August-deliver incentives, ask about goals for the year.
6 Sample Call Plans Vary by type of customer and purpose Table 10.2 , p. 242Examples:1. New Customer2. Re-selling3. Service call4. Handling a complaint5. Determine customer satisfaction/build relationship
7 Designing a Sales Call Plan Example. POak 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 FlowIntroduction, confirm problem/challenges, suggest strategies, share data/information, ask permission to submit proposal* Anticipated Results/ Measurement/Followup
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