MRKT 455 Lecture Notes - Lecture 9: Purchase Order
Document Summary
Five key reasons to conduct pre-plan calling: no plan means no results, make the most of limited face time, add value to each sales call, prevent or mitigate surprises, accelerate the sales cycle. Strategic customer sales planning: planning stage, be a strategic problem solver, discover strategic needs, understand customers" business, devise creative solutions, reach mutually beneficial (win-win) outcomes. The customer relationship model: how do we build trust and confidence, solving problems, providing solutions. Reasons for planning the sales call: builds self-confidence, develops an atmosphere of good will, creates professionalism. Steps in a sales call: determine call objectives, develop customer profile, develop customer benefits, develop sales presentation. The prospect"s mental steps presentation more effective: knowing the steps the prospect is going through makes building and delivering a, attention, interest, desire, conviction, purchase or action. Sales presentation methods: the memorized sales presentation (structured, the formula presentation (semi-structured, the interactive need satisfaction presentation (unstructured, the problem solving presentation (customized)
