Sales call Planning Guide
Assignment 2 – part 1 – individual or with a partner.
MKTG 3450 – Assignment 2 – Part 1 – Must be typed! – either on your own or with a partner pick one of the two role plays available. Stress Free or Haven Air. You will answer the question following on the role play you choose.. Hand only one assignment in if working with a partner.
Sales Call Planning Guide – New Sales Rep
Student names (s)
Seller’s Company:
Seller’s Industry:
Seller’s Products:
Buyers Company:
Buyers Primary business:
Define the Meeting Outcome. What is a reasonable outcome from your first meeting? If the meeting goes well what is your logical next step? (I.e. Sale, product trial, another meeting? )
2 marks
Know your product – 10 marks – these can be researched!
List at least five features and benefits of your product you believe would be relevant to the buyer
Feature
Benefit
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Plan your questions: Good questions will uncover further information about your prospective buyers current situation. 15 marks
List ten questions you could ask to identify buyer needs. Indicate what type of question they are problem/ survey, pain/ probing or pleasure/ need satisfaction. (Include at least 2 of each)
Think of the order they should be asked What questions are relevant to bring out the problem and know how your product solves that problem. Are you asking applicable and quality questions?
Question – in the form of a sentence
Type of Question
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Presentation of Solutions 3 marks
What types of proof could you bring to the meeting to add credibility? Any other materials you would bring?
How will you involve the buyer during the demonstration of product?
CONCERNS – 10 marks
Buyers will usually have concerns about a sale and a salesperson can anticipate that certain concerns may arise during the sales call. Give at least 5 possible questions or concerns by prospective buyer and how could you respond to them. (how would you handle them, techniques from text on handling concerns)
Concern asked by prospect – in a form of a sentence
Response – in the form of a sentence
Type of concern – from text
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CLOSING – 10 Marks
Give at least two clues (verbal and non-verbal) you could look for to attempt a trial close or a close:1 mark
Give an example of at least two trial closes. 1- mark
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Give examples of 4 types of closes that you could say indicate what type of close it is (except trial close). Based on Textbook -Selling Today. 8 marks
Close – in the form of a sentence
Type of close – from Text
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