This assignment is designed to assist you in preparing the required materials for the sales call strategy report. You must complete the sales call strategy worksheet and a value analysis for this assignment.
The sales call strategy worksheet is a guided questionnaire to prompt you to think about your sales strategy for your product or service. You will not include the actual worksheet in your final report; rather you will use this worksheet as an outline. The value analysis is a detailed, numerical table that compares the value of your product with your competitors'.
The value analysis must include the price of your product and the price of competitors' products. The value analysis will be used as proof for one of your selling points in the final report. Be sure to incorporate feedback from this assignment when writing your final report.
Construct your value analysis, and complete the sales call strategy worksheet below. Prepare the value analysis and sales call strategy in ONE word document file
Strategic Selling
Sales Call Strategy Worksheet
A sales call strategy starts with sales call objective(s): What do you want to achieve?
Define the objectives clearly, write them out (take ownership), have contingent objectives, and attempt to always finish the call with a positive commitment.
Sales Call Strategy Worksheet Components
1. My customer's most likely problem or need that I can help with is ____________
2. I can help meet that need by providing _____________________(Use a selling point here; you may want to include a value analysishere)
3. An additional problem I expect to have is ______________________
a. I will handle this by _____________________(Use a selling point here; you MUSTinclude a value analysis here UNLESS you included one in Step 2 above)
4. The Customer's personal characteristics I need to consider are ______________
a. I should handle this by _____________________
5. Important characteristics of the customer's operation are _________________
a. I should handle this by _____________________
6. Current suppliers are _____________________
a. My advantages over these suppliers are _____________________
b. I can prove it by _____________________
7. I can build rapport by stating _____________________
8. I can arouse interest in my company by _____________________
9. My behavioral/communication style should be _____________________
10. My sales call objective is to _____________________(Make sure your objectives is measurable, meaningful, realistic)
11. Example: 20 customers per week, spend $150 each = $3000 /week $3000 x 52 = $156000 per year, at a 10% return = $15,600