L9_Call_Planning-WEB

L9_Call_Planning-WEB - L9: CALL PLANNING & PREPARATION...

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L9: CALL PLANNING & PREPARATION
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Today’s Agenda 9 9 9 9 9 9 L9 2
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L9 Unit Objectives 9 To state the importance of sales call planning L To explain and use the SMACT criteria L To understand the difference b/t primary and contingency sales call objectives L To illustrate the 3 steps of the call planning process L To demonstrate your mastery of the various methods used to obtain an appointment 3
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Unit Objectives continued 9 To explain the methods used to gather sales information L To demonstrate the proper, 2-step use of the SPIN method L To understand an effectively use the 10 steps of the sales call strategy worksheet in your written project and as part of effective preparation for the one on one sales call L9 4
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L9 5 WHY IS IT IMPORTANT? 9 Determine appropriate L Improve effectiveness and L Prepare for possible customer L Enhance self- and Strategy Efficiency Reactions Confidence Professionalism
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L9 6 SALES CALL OBJECTIVE CRITERIA 9 All sales call objectives should meet the _________ criteria. L ____________ L ____________ L ____________ L ____________ L ____________ Specific Measurable Attainable Challenging Time SMACT
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L9 7 TYPES OF CALL OBJECTIVES Primary 1. Generate 2. Create 3. Protect Contingency Objectives 9 You should always leave the sales call with a commitment Sales Interest Business Positive
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L9 8 STEPS 1&2 OF THE PLANNING PROCESS 1. Warming up (optional) 9 Involves sending articles or information that will warm the prospect up to you. This may be an step. Known as 2. Selling the (3 methods) a. Call b. c. Optional Seeding Appointment Cold Mail or Email Mail/Email and Phone
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L9 9 3 APPOINTMENT METHODS 9 Cold Call 9 in and set ___________. L Remember that the is a vital contact L Mail L Send material and a suggested Drop Secretary or Front Person Promotional Appointment Time appointment
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10 MAIL & PHONE METHOD STEPS A. Call and get permission to send A. Send information and allow time to – B. L
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This note was uploaded on 09/23/2009 for the course AEB 3341 taught by Professor Wysocki during the Spring '04 term at University of Florida.

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L9_Call_Planning-WEB - L9: CALL PLANNING & PREPARATION...

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