Chp 8 Planning Sales Call ppt

Planning the Sales Call Is a Must! Chapter 8 Chapter 8

The Tree of Business Life: Planning ,[object Object],[object Object],[object Object],[object Object],[object Object],I T C Ethical Service Builds T r u e Relationships T T T T T T T T T T T

Begin Your Plan with Purpose ,[object Object],[object Object],[object Object],[object Object]

What’s a Plan? ,[object Object],[object Object]

Exhibit 8.1: Only Through Truth Can Trust Be Supported to Bridge the Gap between People 8- 8-

Exhibit 8.2: The Preapproach Involves Planning the Sales Presentation

Strategic Customer Sales Planning–The Preapproach ,[object Object],[object Object],[object Object],[object Object]

Strategic Customer Sales Planning–The Preapproach, cont… ,[object Object],[object Object],[object Object],[object Object],[object Object]

Exhibit 8.5: Steps in the Preapproach: Planning the Sale Determine sales call objective(s) Develop/Review customer profile Develop customer benefits Develop sales presentation

Strategic Customer Sales Planning–the Preapproach, cont… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Strategic Customer Sales Planning - The Preapproach, cont… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Strategic Customer Sales Planning–Customer Profile Provides Insight ,[object Object],[object Object],[object Object]

Exhibit 8.6: Information Used in a Profile and for Planning

Customer Benefit Plan: What It’s All About! ,[object Object],[object Object],[object Object],[object Object],[object Object]

Exhibit 8.7: Examples of Topics Contained in the Marketing Plan Segment of Your Sales Presentation

Exhibit 8.8: Examples of Topics Contained in the Business Proposition Segment of Your Sales Presentation

Customer Benefit Plan: Develop Sales Presentation ,[object Object],[object Object],[object Object]

Exhibit 8.9: Major Phases in Your Presentation: A Sequence of Events to Complete in Developing a Sales Presentation

What is Left in Creating Your Sales Presentation? ,[object Object],[object Object],[object Object]

Before You Can Pick Your Approach You Must: ,[object Object],[object Object]

In Planning a Sales Presentation, You Should Consider: ,[object Object],[object Object],? ? ? ? ?

Exhibit 8.10: The Prospect’s Five Mental Steps in Buying

How Do You Obtain Someone’s Attention When You Begin Your Presentation? ,[object Object],[object Object],[object Object]

How Do You Keep Someone’s Interest in What You are Presenting? ,[object Object],[object Object],[object Object],[object Object],[object Object]

How Do You Build Desire for Your Product? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

How Do You Establish The Conviction Your Product Will Solve Needs or Problems? ,[object Object],[object Object],[object Object]

How Do You Know if Customer Ready to Purchase So You Can Close? ,[object Object],[object Object]

Overview of the Selling Process ,[object Object],[object Object],[object Object]

Chp 8 Planning Sales Call ppt

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Chp 8 Planning Sales Call ppt