Name : Abdulaziz Safder Ib: ibb062 Title : Sales management About : Summary ch.

7,11 Teacher : Zo Alfgeur Alam

Planning the sales call

Why plan the sales call ? Successful salespeaple know that advance planning of the sales interview a essential to achieve in selling

Sources of information Analysis paralysis :which can occur if you prefer to spend practically all your time analysis . Resource withen your company The internet : afirst place to look for informatiomn Secretaries and receptionisste Secretarios and receptionists the prospect firm usually are arich source of information Noncompeting salespeaple : another source for precall information is that Traditinnal secondary source :it can also be helpful sush as standard poor and moodys publish The prospect : mush information can be gleaned directly from the prospect . Setting call objective Criteria for effective objective : all pbjective should be specific relaistic and measurable Setting more than one call objective :sales peaple have learned the important of setting multiple objective for asales call

Setting objectives for several calls By developing aseries of sepecifc objective for future calls the salesperson can develop a comprehensive strategy Making an appointment The right person :some experts emphasize the important of going right to the top and making the forst call The right time : there is little agreement on the subject of the best time for a sales interview obviously the most opportune The right place : meeting can occur just about anywhere Telephpning for appointment The telephone is the most pften used to make an intial oppointmeet. Additonnal planning : asuccesful salesperson thinks ahead to the meeting that will occur and plans accordingly.

Obtaining commitment
Financial terms and condition Most salespeaple try to hold off on presenting price until the end . Discounts Are given for many resouns and may be based on the type of customer Presenting price Price is often discussed at the end of the presentation simply Shipping costs : the term and conditions of sale include shipping costs Buyer comments Buyer question Requirements Benefit statement

Response to trial closes Effective methods : studing successful methods and techiqes enables salespeaple to help prospects Direct request salespeaple need to be wary pf appearing overly aggressive whrn using this direct If commitment is obtained No surprises : customer do not like surprise so now is the time to go over any important information Confirm the customers choice Customes like to belive the have chosen intelligently when make adecision Some resouns for lost opportunyies -1Wrong attitudes -2Poor presentation -3Poor habits and skills

Discivring the cause the real resouns for not obtainig commitment must be uncoverd

You can see me (john_cena2006@hotmail.com)

Dmoiselle Chhade

(la.papillone@hotmail.com)