Outline of a Sales Call Plan   MKTG 482

When and where is the appointment?

What is the product you are selling?
 

Address of buyer
 

Phone of buyer

Contact person (gatekeeper to the buyer)
Personal info about contact person.
 

Personal info about buyer. 

(This should be in detail, as much as you need to tell your presentation buyer so that they will be able to role play effectively.  It should include interests, nature of the business, kinds of quirks, preferences, etc.  Anything that you think would be relevant.    You should include this here, as well as on another sheet of paper to give to your buyer the day of your presentation.)

Goals for this sales call.   Give three,  minimum, realistic, and visionary.
 

Approach to use.  (Type and details.)
 
 

Transition to presentation. (  How?)
 

Features Advantages and Benefits to buyer.  (in detail!!!!)
 
 
 
 
 
 
 
 
 

Trial closes,  what kind, where?

Promotion Plan 
(How will your buyer re-sell this product?)
Remember that when you are selling to a re-seller, (retailer, wholesaler, distributor) the benefits to the final end-user who will buy from your customer are only advantages to your buyer. They are important in most cases, but only for the additional benefits they bring to your buyer.

OR

Implementation and use Plan
(How will your buyer put this product into use in their business?)
 

Business Proposition  (What are the specific terms of the agreement, including money, delivery, quantity etc.)

Close to use.  (First,  Next try if needed, Third try if needed)
 
 

Expected objections.   Given everything you know about your buyer, your product, the world, and your competition, what things might prompt the buyer to balk at the original offering?  Why?
 
 

Handling of expected objections.  Which specific techniques can/will you use if the above objections arise?

How will you follow up?   What will you do after the call finishes?