Instructions: 1. Begin by reviewing the case study information provided. 2. If you are not knowledgeable about the industry, additional research may be helpful to broaden your understanding. 3. Think about your goals, the clients goals and possible reactions. Develop ideas on how you can proceed through the sales process. 4. Complete all sections of the Pre-call Planner. 5. Proofread the document before sending to instructor.

Sales Call Planner Your Name: Appointment Scheduled for (date): Call to: Co. Name: Contact: Name: New Account Existing Account Position: Call Objectives Overall Goals (your ideal and minimum outcome) Customer Needs Assessment Inquiry (Questions you can ask to stimulate thinking, uncover needs, 1-2 provocative questions you are prepared to ask) Advocacy (Examples, testimonials, facts you can share to reassure, gain rapport, demonstrate expertise, etc.) Establish Rapport and Trust Uncover Needs and Wants Affordability or Budget Timing Buying/Success Criteria (what else is important to the customer) Potential Objections Strategy to Overcome/Handle Objections Next Steps (action items, future meetings, long-term goals)