Sales Call Plans

1
Sales Call Plans

• Set Objectives
• Design Sales Call Flow
• Describe the Desired Results
• Evaluate Progress/Adjust Strategy
• Followup

2
Sales Call Planning

• Related to Key Account Strategy
• What would you like to accomplish?
• Goals for the account-increase
  concentration or market penetration
• Update information
• Learn business goals and needs
• increase sales, improve knowledge,
  reduce expenses, upgrade business, improve
  financial results

3
Sales Call Strategy

• Develop unique product and service bundle in
  tune with goals- p. 236
• Make the best use of resources
• Measure satisfaction/ goal revision

4
Sales Calls and Selling Cycle

• Agronomic example
• July/August/September-Ask about business goals,
  Followup on user satisfaction
• October-Share marketing program, fit program to
  goals
• November- Ask for business/ start to ask for
  business.
• December- Deliver product/ train sales staff

5
Sales calls and Selling Cycle(continued)

• January/February/March- provide sales support,
  ensure product availability
• April/May/June- Support customer service,
  Co-calling
• July/August-deliver incentives, ask about goals
  for the year.

6
Sample Call Plans

• Vary by type of customer and purpose
• Table 10.2 , p. 242
• Examples
• 1. New Customer
• 2. Re-selling
• 3. Service call
• 4. Handling a complaint
• 5. Determine customer satisfaction/build
  relationship

7
Designing a Sales Call Plan

• Example. P. 246-7
• Oak Hills Farm-sections
• Who are you calling on/key contact
• Business goas
• Who are you calling on
• Probable needs at this point of
  relationship
• How they buy(type)
• Objective

8
Sales Call Plan

• Who is in the sales team
• What sales aids are to be used
• Steps in the plan- ask for meeting of
  experts, set date of the meeting
• Call Flow
• Introduction, confirm
  problem/challenges, suggest strategies, share
  data/information, ask permission to submit
  proposal
• Anticipated Results/ Measurement/Followup