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Unformatted text preview: Actions to take • Questions to ask • Sales aids to use • A call plan helps the salesperson • Assemble what is known about the account • Plan the logical next step • Build the relationship • Complete the sale to follow • • • Call Objectives • E very call should contain specific objectives • Clearly understood and measured objectives • Clear and concrete • Realistic • Simple • Action oriented • Calling on a key account without an objective is amateur • • Measures • The measures in the call plan are always closely related to the results anticipated and behavior of customer • Often Very simple • If you wanted to get enough information to write a proposal, did you get it? •...
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- Spring '08
- Sales, overall planning process, Specific anticipated results