final presentation part b

Final Presentation Part B

PART B – The Sales Call Objective and the Customer Benefit PlanTo Do: A. Read pages 261-262 and use the information in the write-up below.

B. Write up your sales call objectives using the SMART technique on page 262.

Your sales call objectives should answer the following types of questions: What am I going into the customer’s office for? What is the result I am trying to make happen with this visit to the customer? What will be the result of a “successful” sales call?

Note: “I want to sell the product” is too simple an answer.

C. Read pages 264-265 and write up steps 1, 2, 3, and 4 of your Customer Benefit Plan.

You will use these when selling your product or service.

Value: 20 points.Due Date: Friday, May 4th.Hints:

For full credit organize and label your sections so your paper is easy to read and understand, and so it is clear, first, what your Sales Call Objective is, and then what your Customer Benefit Plan is.

Exhibit 8-4: Steps in the Preapproach: Planning the Sale

Determine sales call objective

Develop/Review customer profile

Develop customer benefits

Develop sales presentation

Strategic Customer Sales Planning - the Preapproach cont…

Always Have a Sales Call Objective

Why am I going into the customers office?– To present my product/service and– To gain a trial order– To be given a second meeting– To get information about the current supplier– To write an order

Strategic Customer Sales Planning - The Preapproach cont…

Always have a sales call objective

Develop salespresentation

Developcustomer benefits

Develop/Reviewcustomer profile

Determine salescall objective

Set a SMART call objective

pecific

easurable

chievable

ealistic

imed

SMA

R

T

To get a trial order. To get a second appointment


Specific

• To get a trial order. • To get a second appointment.• To meet a higher-level decision maker.


Measurable

• To get a trial order of 150 units. • To get an order of 20 small, 20 medium, 20 large.• To get an order for 10 cases.


Achievable

• An order for 150 because that’s the quantity that the customer has been selling each month.

• An order for 10 cases because that’s been the customer’s standard order.


Realistic

• The customer has been selling 250 a month, and I ask for an order of 150.


Timed

• To get a trial order today. • To get a second appointment in 30 days.• To meet a higher-level decision maker next week.

Strategic Customer Sales Planning - Customer Profile Provides Insight

Review information to create customized presentation

See what customer has done in the past to determine future needs

If do not have customer profile - get one for each customer





Information Used in a Profile and for Planning

Customer Benefit Plan:What It’s All About!

Steps in creating the customer benefit plan:Step 1: Select FABs for product discussion

Step 2: Select FABs for marketing plan discussion

Step 3: Select FABs for business proposition discussion

Step 4: Develop suggested purchase order based on first three steps






Steps in creating the customer benefit plan:Step 2: Select FABs for marketing plan discussion

Resale Customer wants to know:

How are you going to help me sell your product?

End-user wants to know:

How are you going to take care of me?





Exhibit 8-6: Examples of Topics Contained in the Marketing Plan Segment of Your Sales Presentation


Steps in creating the customer benefit plan:Step 3: Select FABs for business proposition discussion.

Resale Customer wants to know: How much profit will I make from your order?End-user wants to know:How much does it cost?





Exhibit 8-7: Examples of Topics Contained in the Business Proposition Segment of Your Sales Presentation

Customer Benefit Plan: Develop Sales Presentation

Write out all FABs for steps 1 - 3

Write out suggested purchase order

Now you are ALMOST ready to create your sales presentation





Major Phases in Your Presentation: A Sequence of Events to Complete in Developing a Sales Presentation

1. Approach.

3. Present yourmarketing plan.

2. Fully discuss yourproduct.

4. Explain yourbusiness proposition.

5. Suggested purchaseorder.

6. Close

7. Exit

Rapport-buildingUncover needsAttention, interest, transition

FeaturesAdvantagesBenefits

How to resell (for reseller)How to use (for consumersand industrial user)What’s in it for yourcustomers?

Recommend what to buy inorder to fill the needsuncovered in the presentation.

Ask for the business!

Do not give up!Act as a professionalLeave the door open

Final Presentation Part B

PART B – The Sales Call Objective and the Customer Benefit PlanTo Do: A. Read pages 261-262 and use the information in the write-up below.

B. Write up your sales call objectives using the SMART technique on page 262.

Your sales call objectives should answer the following types of questions: What am I going into the customer’s office for? What is the result I am trying to make happen with this visit to the customer? What will be the result of a “successful” sales call?

Note: “I want to sell the product” is too simple an answer.

C. Read pages 264-265 and write up steps 1, 2, 3, and 4 of your Customer Benefit Plan.

You will use these when selling your product or service.

Value: 20 points.Due Date: Friday, May 4th.Hints:

For full credit organize and label your sections so your paper is easy to read and understand, and so it is clear, first, what your Sales Call Objective is, and then what your Customer Benefit Plan is.

final presentation part b

Documents

saledetermine sales

successful sales

customer benefit planto

preapproach contalways

customers standard order

preapproach contspecificto

preapproach contmeasurableto

preapproach conttimedto