Part $3$ Preparing the Sales Call Plan Value $10\%$

A$)$ Planning to meet the Customer

$($Read Chapters $5$ and $6)$

The third portion of your major assignment is to prepare a sales call plan $($or sales

dialogue$)$ for the flow of your sales presentation. Planning is a critical part of any

salesperson$$s strategy. The call plan is an important tool in preparing for your final

presentation and your plan should be in a report form. It can include short sentences, any

charts required, and bullet points that would be used as a guide in your presentation.

As you$$ll read in the text, preparation for the sales presentation is key to your success.

You are required to read pages from chapters $5$ and $6$ in your text ahead of time, as part of

your preparation for this part of your assignment.

You have looked at your product and industry and now you must choose one company to

target. You will need to include the following in your report:

Determine who is your customer is$.$

Re$-$create and fill out the charts on page $139($Exhibit $5\mathrm{.}7)$

Determine the overall objective of the presentation

Every sales presentation has some degree of persuasion $$ recognize this by describing the

persuasive aspects of your presentation, no matter what the overall call objective is $($see

page $158).$ Pre$-$approach planning is ranked as an imperative skill required for long$-$term

success in personal selling. Establishing the objectives of the sales call is a key part of

the pre$-$approach even if you$$re calling on an established account.

Create your call script

Re$-$create the chart$/$sales dialogue template found on pages $154-155($Exhibit $6\mathrm{.}4).$ This is

what you will use to guide your final sales presentation.

B$)$ Planning the Needs Assessment

$($Read Chapter $7$ to aid in your knowledge of this section.$)$

The successful salesperson does not recommend the purchase of a product$/$service

without thorough need identification. This process of needs discovery ideally begins

with the pre$-$approach and of course occurs during the presentation. The salesperson

must establish two$-$way communication by asking appropriate questions $($Chapter $4$

ADAPT or SPIN questioning$)$ and listening carefully to the customer$$s responses. The

end goal is to identify the customer$$s dominant buying motive. A well$-$planned

presentation will include a variety of preplanned questions using a mix of the four most

common types of questions:

$$ Information gathering

$$ Probing

$5$

Principles of Sales $$ A Four Part Major Assignment

$$ Confirmation

$$ Summary confirmation

Provide four $(4)$ effective questions $($one for each type$)$ that will allow for Linking

Solutions to Needs Discovery. Use either ADAPT or SPIN for this.

Place these questions in a table and provide details on the type of question, the

definition of each type of question, why each question will be used, and probable

customer response. Your table should look like this:

The Question Question type Definition of

question type

Why use the

question

Probable

response

$1.$

$2.$

$3.$

$4.$

Based on $$Probable Responses$,$ identify and explain the most likely $$Buying Motive$$

Part $3$ Rubric

This portion of the assignment should be in report format.

Title Page APA format

Who is your customer

$($Make sure you identify the

product you are selling and the

customer to whom you are

selling$)$

Chart Created

$/10$

Overall Objective

Call Script

Overall Sales Presentation Objective

Chart Created

$/15$

Needs Assessment

Questions

Questions provided using chart

$/15$

Buying Motive Identification of Buying Motive $/5$

Professional appearance and

effort put into the report

Use bullets, a chart, screen shots, etc. and

effort

$/5$

Total marks $/50$

advanced business Intelligence $($BI$)$ software as our product.Our target company will be GlobalTech Solutions which is a mid$-$sized technology company that

specializes in top$-$notch software solutions.