PS_Ch07 - Pre-Approach Pre-Approach Planning the Sales Call...

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Pre-Approach Pre-Approach Planning the Sales Call Planning the Sales Call Chapter 7
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Traditional Sales Process Prospecting Pre-call  Information Approach Needs Discovery Presentation Dealing w/ Concerns Obtaining Commitment Follow-up Lead Prospect Customer
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The buyer’s time is valuable The seller’s time is valuable Planning must fit into the salesperson’s goal for the account Some accounts have greater strategic importance and require more planning 8-3 Why Plan the Sales Call? McGraw-Hill/Irwin
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Sales Call Planning Components Obtaining Pre-call Info. Obtaining Pre-call Info. Setting Call Objectives Setting Call Objectives Making the Appointment Making the Appointment
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Info. Needed About a Prospect What is their name? How do they pronounce it? What is their attitude toward salespeople in general, toward the sales person’s company, and toward product offered by the salesperson’s company and its competitors?
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