SP_SCSWS_VA-WEB - SALES CALL STRATEGY SELLING POINTS VALUE ANALYSIS NAME CRITERIA(L8 page 174 C C C C Need or want Authority to buy Money

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SALES CALL STRATEGY, SELLING POINTS & VALUE ANALYSIS
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AEB 3341 Selling Strategically 2 NAME CRITERIA (L8 page 174) or want to buy to buy to buy Need Authority Money Eligibility
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AEB 3341 Selling Strategically 3 SALES CALL STRATETGY WORK SHEET (L9: page 204) 1. My customer’s most likely problem or need that I can help with is 2. I can help meet that need by providing (Use a selling point with value analysis here) 1. An additional problem I expect to have is I will handle this by (Use a selling point here) Attract New Customers product desired by affluent food customers continued indifference Prove or demonstrate big picture effect.
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AEB 3341 Selling Strategically 4 SALES CALL STRATETGY WORK SHEET(cont’d) 1. Personal characteristics I need to consider are I should handle this by 1. Important characteristics of operation are I should handle this by – busy, indifferent acknowledge small part of sales-tie into big pictures, more specifically the manager’s goal limited shelf space, vendor responsibility . Don’t need a lot . confirm service through personal contact.
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AEB 3341 Selling Strategically 5 SALES CALL STRATETGY WORK SHEET (cont’d) 1. Current suppliers are My advantage over these suppliers are I can prove it by 1. I can build rapport by stating 2. I can arouse interest in my company by Burkhart, Cone & St. Johns Local Responsiveness, fills niche, customer priority bringing the witness. sales independently mutual goals.
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AEB 3341 Selling Strategically 6 SALES CALL STRATETGY WORK SHEET (cont’d) 1. My behavioral style should be 1. My Sales call objective is to (SMACT: specific, measurable, attainable, challenging, time -element) (LA 9: page 169) General Sales Objective: 20 customers /week,spend $150 = $3000 /week = $156000 / year at 10% return = $15600 humble, almost child to parent Sell 2 facings & initial promotion beginning July 1 for a 6 month trial
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7 SALES CALL OBJECTIVE CRITERIA (L9 page 183 and 207) All sales call objectives should meet the _________ criteria. ____________ ____________ ____________ ____________ ____________ Specific
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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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SP_SCSWS_VA-WEB - SALES CALL STRATEGY SELLING POINTS VALUE ANALYSIS NAME CRITERIA(L8 page 174 C C C C Need or want Authority to buy Money

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