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
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