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Final Presentation Part B

Final Presentation Part B. PART B – The Sales Call Objective and the Customer Benefit Plan To 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.

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Final Presentation Part B

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  1. Final Presentation Part B PART B – The Sales Call Objective and the Customer Benefit Plan To 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.

  2. Exhibit 8-4: Steps in the Preapproach: Planning the Sale Develop/Review customer profile Develop customer benefits Determine sales call objective Develop sales presentation

  3. 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

  4. Always have a sales call objective Strategic Customer Sales Planning - The Preapproach cont… • S • M • A • R • T • Set a SMART call objective pecific To get a trial order. To get a second appointment easurable chievable ealistic imed

  5. Strategic Customer Sales Planning - The Preapproach cont… Specific • To get a trial order. • To get a second appointment. • To meet a higher-level decision maker.

  6. Strategic Customer Sales Planning - The Preapproach cont… 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.

  7. Strategic Customer Sales Planning - The Preapproach cont… 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.

  8. Strategic Customer Sales Planning - The Preapproach cont… Realistic • The customer has been selling 250 a month, and I ask for an order of 150.

  9. Strategic Customer Sales Planning - The Preapproach cont… Timed • To get a trial order today. • To get a second appointment in 30 days. • To meet a higher-level decision maker next week.

  10. 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

  11. Information Used in a Profile and for Planning

  12. 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

  13. Customer Benefit Plan:What It’s All About! • 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?

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

  15. Customer Benefit Plan:What It’s All About! • 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?

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

  17. 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

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

  19. Final Presentation Part B PART B – The Sales Call Objective and the Customer Benefit Plan To 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.

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