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In-Class Assignment-7. Chapter-7: Summary of Major Selling Issues Most salespeople agree that careful planning of the sales call is essential to success in selling. Planning helps build confidence, develops an atmosphere of goodwill, creates professionalism, and increases sales. By having a plan, salespeople can decide what they want to accomplish, then later measure their accomplishments. Sales call planning includes three basic elements. First, establish a call objective that is specific, measurable, and beneficial to the customer. Second, research your customer and develop a detailed profile so you can properly customize your presentation. Third, develop your customer benefit plan, which gives your prospects specific reasons that they should buy your product. An important part of the pre-approach is empowering yourself with knowledge-both of your prospect and their company. There are many tools that can be used to gain an understanding of both. Search engines and social media are the most widely used. To improve your chances of making a sale, you must master the art of giving a good sales presentation. An effective presentation will work toward solving the customer's problems. The sales presentation method selected should be based on prior knowledge of the customer, your sales call objective, and your customer benefit plan. Page 2 Sales presentation methods differ depending on what percentage of the conversation is controlled by the salesperson. In the memorized presentation, or stimulus-response method, the salesperson does 80 to 90 percent of the talking, with each customer receiving the same sales pitch. Although this method ensures a well-planned presentation and is good for certain nontechnical products, it is also somewhat inflexible, allowing little prospect participation. The formula presentation, a persuasive selling presentation, is similar to the first method, but it takes the prospect into account by answering questions and handling objections. The most challenging and creative form of selling uses the interactive needs- satisfaction presentation. This flexible method begins by raising questions about what the customer specifically needs. After you are aware of the customer's needs, you can then show how your products fit these needs. When selling highly complex or technical products like computers or insurance, a problem-solution presentation is appropriate. This method involves making a detailed analysis of the buyer's specific needs and problems and designing a proposal and presentation to fit these needs. This customized method often uses a selling team to present the specialized information to the buyer. Questions: In-Class Assignment-7. Chapter- 7: Summary of Major Selling Issues 1. Describe why careful planning of the sales call is essential to success in selling? 2. What are three basic elements of sales call planning? 3. Why is empowering yourself with knowledge an important part of the pre- approach? 4. How does mastering art of sales presentation improve chances of making a sale? 5. How prior knowledge of the customer is useful in solving the customer's problems? 6. What are different sales presentation methods and how they differ from each other? 7. How does good knowledge of customer needs help developing creative presentation? 8. Why a problem-solution presentation method is appropriate when selling highly complex or technical products