Usually pre-arranged and face-to-face meeting between a salesperson and a customer or prospect for the purpose of generating a sale.

Sales objective refers to a specific goal you are trying to accomplish when you make a sales call.

Each sales call will not have the same objective.

Sales objectives should put a sales representative in position to eventually make a sale.

An objective must be specific to be effective -should state precisely what the salesperson hopes to accomplish, who the objective targets are, and any other details

Objectives must also be realistic -unrealistic objectives may not consider factors such as time and cultural influences
Call objectives must be measurable -written set of objectives can be reviewed to see if a salespersons meets their goals

SMART specific, measureable, achievable, but realistic & time-based

PRIMARY CALL OBJECTIVE- the actual goal salespeople hope to achieve

MINIMUM CALL OBJECTIVE- the minimum salespeople hope to achieve

OPTIMISTIC CALL OBJECTIVE- the most optimistic outcome the

salesperson thinks could occur

SECONDARY CALL OBJECTIVE- goals which are less important than the

primary objective

Develop a series of very specific objectives for future calls

The salesperson needs to modify the sales call at times to suit the prospect or customer

Some industries have a long interval between when a prospect is first visited and an actual sale is consummated (other salespeople may need to get involved in the selling cycle)

Value proposition- written statement that clearly states how purchasing your product or service can help add shareholder value

Top professional sales representatives thoroughly plan all their sales calls to ensure success by

1.Establishing Sales Call Focus

Generate sales Develop the market Protect the market

2. 3. 4.

Improving Effectiveness and Efficiency Preparing for Customer Reaction Enhancing Self-Confidence and Professionalism

5.
6.

Determining Which Selling Strategies to Use

Avoiding Errors

Sales call planning increases in importance when

the customer's decision is a complex, high-involvement,

high risk one;

future interactions and negotiations with the customer are

expected;
the customer's needs are unique; a range of alternatives is available to the customer; and the sale is very critical to the salesperson.

There are at least six general steps that ought to be considered in preparing for a sales call
1. Prepare the prospect for the initial sales call
"Seeding"
prospect-focused activities carried out several weeks or months before a sales call

2. Sell the Sales Call Appointment by prenotification

cold call e-mail fax mail telephone

3. Gather and analyze all relevant information about the prospect

Gathering Information About Consumer Prospects Consumer credit bureaus Market research Library sources Gathering Information About Organizational Prospects In-house purchasing agents Electronic directories and databases Library sources

4.

Identify the prospect's problems and needs Organizational Problems and Needs SPIN approach Situation Problem Implication Needs Payoff

5. 6.

Choose the Best Sales Presentation Strategy Rehearse Your Approach

THANK YOU!!!