Planning the Sales Call is a Must - Chapter 8 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course

1. Sales Management
Compiled & Presented By:
Anuj SharmaText Book: Fundamentals of Selling –
Customers for life through services by
Charles M. Futrell (12th Edition)
Pre-Class Reading – Chapter 8
Presented to the students of
Tolani Institute of Management
Studies

2. •Purpose
•Plan
•Success
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3.  Understand the Customer’s Strategic needs
 Gain in-depth knowledge of their organization.
 Develop Solutions
 Creative approach that is most efficient and effective.
 Mutually Beneficial Agreement
 A “Win – Win” arrangement.
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4.  Builds Self – Confidence
 Develops an atmosphere of Goodwill
 Knowledge of a prospect and concern for the
prospect’s needs demonstrates a sincere interest that
will be rewarded with an attitude of goodwill.
 Creates Professionalism
 Increases Sales
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6.  Always have a Sales Call objective
 The Precall Objective
 Focus and Flexibility
 Make the goal specific
 Moving toward your objective
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7.  Specific
 Measurable
 Achievable
 Realistic
 Timed
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8.  Customer profile provides insight.
 Helps to properly develop a customized
presentation.
 Who makes the buying decision – Individual / Committee
 Buyer’s background
 Desired business terms
 Competitors successfully doing business with buyer
 Purchasing policies
 History of account
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9.  Select the FAB to present to your prospect
 Why the buyer should purchase your product?
 Develop your Marketing Plan
 Tell wholesalers or retailers how they can sell the product to
their customers.
 How your product is most effectively used or coordinated
with the existing equipment.
 Develop your Business Proposition
 Price, percent mark-up, forecasted profit per square foot of
shelf space, return of investment, payment plan etc.
 Develop a suggested purchase order
 What to buy, how much to buy, what assortment to buy and
when to ship the product to the customer.
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10. Approach
Fully Discuss your
Product
Present your
marketing plan
Explain your
business proposition
Suggested purchase
order
Close
Exit
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Rapport Building
Uncover Needs
Attention, interest, transition
FAB
How to sell (retailers)
How to use (consumer /
industrial user)
What’s in it for your customer?
Recommend what to buy
Ask for business!
Do not give up!
Act as a professional
Leave the door open

11.  Attention
 Distractions, pressing demand on prospcet’s time, or lack of
interest. Only a temporary effect!
 Interest
 Determine important buying motives to capture interest.
 Desire
 Use the FAB formula!
 Prospect expresses a wish for a product like yours.
 Conviction
 Convince that your product is best for their needs and you
are the best supplier of the product.
 Purchase
 Method of purchase or take some action!
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 Grazie
 Gracias
 Domo Arigato
 Merci
 Danke
 Obrigado
 Mahalo
 शुक्रिया