C 7 - Opening Chapter Profile Marcel Dalby– Texas State.ppt

C. 7 - Opening Chapter Profile Marcel Dalby– Texas State Professional selling student – 2005 Active professional selling student and an officer in SIFE Currently works at Waste Management Planning the Sales CallChapter 7 Why Plan the Sales Call? A buyer’s time is valuable Avoids wasting your time and annoying prospects Proper planning helps meet call objectives efficiently and effectively More time to make additional calls, conduct research, fill out company reports, and other tasks Must meet goals for the account Obtaining Precall Information The more research completed, the higher the probability of meeting the prospect’s needs and developing a long-term relationship Avoid embarrassing situations The records and notes from prior calls may be adequate Take time on important prospects The Prospect/Customer as an Individual The salesperson should learn the following of a prospect customer: Personal (name, family status, education, aspirations, and interests) Attitudes (toward salespeople, the company, and the product) Relationships (formal reporting relationships, and important reference groups and group norms) Styles (social style and decision-making style) Evaluation of product/services (product attributes that are important and their evaluation process) The Prospect’s/Customer’s Organization Demographics (type of organization, size, products/services offered, financial position and future, and culture) Prospect’s Customers (types and benefits they seek from the prospect’s products/services) Prospect’s Competitors (who they are, how they differ in business approaches, and the prospect’s strategic position in the industry) Continued Historical Buying Patterns (amount purchased in the product category, sole suppliers or multiple suppliers, reason for buying from present suppliers, level of satisfaction with suppliers, and reasons for any dissatisfactions with suppliers or products currently purchased) Current Buying S