Sales Call Planning and Execution
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Questions and Answers

Which step in the sales call process involves understanding why customers make purchasing decisions?

  • Analyze Needs
  • Why People Buy (correct)
  • Prospecting
  • Customer Gain Commitment
  • What is the primary focus during the 'Present Product Benefits' stage of a sales call?

  • Building relationships
  • Setting a fair price
  • Managing territory
  • Highlighting value propositions (correct)
  • Which element is crucial for determining customer needs in the sales process?

  • Analyze Needs (correct)
  • Ethical Communication Skills
  • Sales Knowledge
  • Follow-up & Service
  • What does the 'Trial Close' stage of a sales call aim to assess?

    <p>Customer interest in the product</p> Signup and view all the answers

    In the context of a sales call, what is essential for building rapport with potential customers?

    <p>Social</p> Signup and view all the answers

    Study Notes

    Planning and Executing a Sales Call

    • A sales call follows a structured process, starting from time management and territory planning, moving inward to the specific customer interaction and ultimately reaching after-sale support.
    • Early stages of the sales process include prospecting, understanding why people buy, building social relationships, and product knowledge.
    • Analyzing customer needs comes before presenting product benefits.
    • Price and distribution are key considerations as well.
    • Gaining a customer’s commitment involves negotiation and closing the deal.
    • The innermost circle in the planning process focuses on factors like sales knowledge, staff motivation and compensation, leadership, and performance evaluation.
    • Meeting objectives, determining potential customer objections, ethical communication skills, trial closes, and effective presentation are all essential aspects in successful sales call execution.

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    Description

    This quiz covers the structured process of planning and executing a successful sales call. It includes essential stages such as prospecting, understanding customer needs, and gaining commitment. Test your knowledge on critical factors like negotiation, effective presentations, and after-sale support.

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