fos chapter 8

fos chapter 8 - CHAPTER 8 Planning the Sales Call is a...

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CHAPTER 8 Planning the Sales Call is a Must! LECTURE OUTLINE I. THE TREE OF BUSINESS LIFE: PLANNING A. Sales Call Purpose - to make a contribution to the welfare of a person or organization. B. Plan to achieve your purpose - plan each day and do the best you can to carry out your plan. C. Plan - a method of achieving an end. D. Success - setting a goal and accomplishing it. E. To be successful doesn't necessarily mean to make a sale. It just means to serve the customer in the best way possible. II. STRATEGIC CUSTOMER SALES - PLANNING THE PREAPPROACH A. There are many aspects of planning a sales call. Effective strategic problem solvers have the skills and knowledge to be able to: 1. Uncover and understand the customer’s strategic needs by gaining an in-depth knowledge of the customer’s organization. 2. Develop solutions that demonstrate a creative approach to addressing the customer’s strategic needs in the most efficient and effective manner possible. 3.
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fos chapter 8 - CHAPTER 8 Planning the Sales Call is a...

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