Scribd Logo
Upload

Welcome to Scribd!

  • 57 views

    Steps of The Sales Call 7 Steps Format

    Uploaded by

    kokaSK
    The document outlines a 7 step sales call process: 1) Review records and objectives, 2) Check the store and adjust objectives, 3) Deliver a presentation using a 5 step persuasive format, 4) Close commitments and collect, 5) Merchandise and train store personnel, 6) Follow up and record details, 7) Review the call and analyze results. Planning, checking the store before presenting, following up after, and reviewing each call are emphasized as critical parts of the sales process. The goal is to understand the customer's needs, present a practical idea, ensure the benefits are clear, and make it easy for the customer to agree to commitments.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd

    Steps of The Sales Call 7 Steps Format

    Uploaded by

    kokaSK
    57 views16 pages
    The document outlines a 7 step sales call process: 1) Review records and objectives, 2) Check the store and adjust objectives, 3) Deliver a presentation using a 5 step persuasive format, 4) Close commitments and collect, 5) Merchandise and train store personnel, 6) Follow up and record details, 7) Review the call and analyze results. Planning, checking the store before presenting, following up after, and reviewing each call are emphasized as critical parts of the sales process. The goal is to understand the customer's needs, present a practical idea, ensure the benefits are clear, and make it easy for the customer to agree to commitments.

    Original Description:

    Original Title

    2_Steps of the call

    Copyright

    © Attribution Non-Commercial (BY-NC)

    Available Formats

    PPT, PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    The document outlines a 7 step sales call process: 1) Review records and objectives, 2) Check the store and adjust objectives, 3) Deliver a presentation using a 5 step persuasive format, 4) Close commitments and collect, 5) Merchandise and train store personnel, 6) Follow up and record details, 7) Review the call and analyze results. Planning, checking the store before presenting, following up after, and reviewing each call are emphasized as critical parts of the sales process. The goal is to understand the customer's needs, present a practical idea, ensure the benefits are clear, and make it easy for the customer to agree to commitments.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    57 views16 pages

    Steps of The Sales Call 7 Steps Format

    Uploaded by

    kokaSK
    The document outlines a 7 step sales call process: 1) Review records and objectives, 2) Check the store and adjust objectives, 3) Deliver a presentation using a 5 step persuasive format, 4) Close commitments and collect, 5) Merchandise and train store personnel, 6) Follow up and record details, 7) Review the call and analyze results. Planning, checking the store before presenting, following up after, and reviewing each call are emphasized as critical parts of the sales process. The goal is to understand the customer's needs, present a practical idea, ensure the benefits are clear, and make it easy for the customer to agree to commitments.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    of 16

    STEPS OF THE SALES CALL

    7 STEPS FORMAT

    1. REWIEV RECORDS & OBJECTIVES (Planning)


    2. CHECK THE STORE, RECORD FINDINGS, ADJUST
    OBJECTIVES
    3. DELIVER THE PRESENTATION
    4. CLOSE SPECIFIC COMMITMENTS & COLLECT
    5. MERCHANDISE & TRAIN STORE PERSONNEL
    6. CALL FOLOW-UP, RECORDS
    7. CALL REVIEW & ANALYSIS
    STEP 1
    REVIEW RECORDS & OBJECTIVES

    PURPOSE: To Ensure You Are Prepared and Know Your


    Objectives of the Sales Call

    KEY FOCUS: Review Call Objectives


    Review “Customer Card” for Account Information
    *(last week’s sales, decision makers name, account
    history, buyer personal information)
    Good Account Call / Account History Books are Key
    Check That You Have All Materials for the Call
    *(presentation, visuals, samples)
    PLANNING

    Planning is essential for successful sales.

    Planning is the foundation of a call.

    Planning also determines success of next steps.

    Planning makes you decide selling what, when & how.


    PLANNING
    Planning distribution targets
    – New brands
    – Existing Brands

    Planning specific display, shelf and pricing


    Planning volume targets
    Planning how to hit these plans
    – Prepare the presentation
    – Sales Tools to be used
    PLANNING
    Planning should start with your Work Plan, than
    it should be distributed into months, weeks & calls.

    So, you should revise your plans


    monthly
    weekly
    the night before the call
    in your car, just before the call
    STEP 2
    CHECK THE STORE, REVIEW PLANS
    PURPOSE: To Review Store Situations and Opportunities Before You
    Make Your Presentation to the Decision Maker.
    FOCUS: Upon entering greet the store personnel

    Walk perimeter of the store’s selling space to observe merchandising


    activities and opportunities

    Review shelving to ensure distribution and shelving are correct and


    in line with objectives… pay special attention to new items and recording
    “Out of Stocks”

    Check Pricing and ensure it is line with objectives

    Check back room inventory to fill “Out of Stocks”

    Review selling plan and ideas before you present and include
    opportunities observed in store check
    CHECK THE STORE
    Shelves
    – Availability of Brands
    – Availability of the right products
    – Shelf space allocated to our brands
    – Shelf space allocated to Competitors

    Prices
    – Prices of our brands/products
    – Prices of our Competitors
    CHECK THE STORE
    Stocks
    – Availability of Brands and products
    – Stock levels
    – OOS levels

    Displays / Merchandising / Features


    – Displays of our brands
    – Displays of Competitors
    – Potential space for new Displays
    – Features
    – Any other in-store competitive activity
    – Control of Merchandising/Promotions
    REVIEW PLANS
    When you finish Checking the Store, you may see some
    differences between your plans & current conditions in the
    store.

    This step is inevitable since in such cases you will face some
    problems during your presentation.

    This step of the call helps you change your plans to adapt to
    new in-store conditions.
    STEP 3
    DELIVER THE PRESENTATION
    PURPOSE: To MAKE THE SALE

    KEY FOCUS: Approach the buyer in a courteous manner

    Make sure the buyer can make decisions

    Compliment the customer on store improvements

    Use your own style within the “5 Step Persuasive


    Selling Format”

    Use your visuals, samples and other tools

    Gather helpful information for future success at the


    account (store objectives, sales figures, order days)
    Persuasive Selling Format
    SUMMARIZE DETERMINE STATE EXPLAINHOW REINFORCE SUGGEST AN
    THE SITUATION BUYER THE IDEA IT WORKS KEY BENEFITS EASY NEXT STEP
    INTEREST

    If the buyer
    is interested
    Determine
    REAL Needs

    Restate If the buyer


    Pause
    General leads
    is NOT
    interested A BUYER BUYS IF
    (Find out why)

    1 - WE UNDERSTAND THE BUYER’S SITUATION


    2 - OUR IDEA IS PRACTICAL
    3 - THE BUYER UNDERSTANDS THE IDEA
    4 - THE BUYRE SEES THE BENEFITS
    5 - IT IS EASY FOR THE BUYER TO AGREE
    STEP 4
    CLOSE SPECIFIC COMMITMENTS & COLLECT
    PURPOSE: To Review Agreements Made During the
    Presentation

    KEY FOCUS: Recap all ideas and agreements

    Follow up steps

    Finalize display, shelving, distribution, pricing


    and order commitments

    Get signatures if needed

    Collect money if needed


    STEP 5
    MERCHANDISE YOUR BRANDS & TRAIN
    STORE PERSONNEL
    PURPOSE: To Assist / Educate Store and Ensure Your Brand’s
    Visibility

    KEY FOCUS: Building displays

    Making Shelf improvements

    Placing Point of Sale Materials

    Educating Store Personnel to Merchandise and shelf Effectively to


    Save Your Time
    STEP 6
    CALL FOLLOW-UP, RECORDS

    PURPOSE: To Have Records of Your Sales Calls and


    Accounts

    KEY FOCUS: Record call information

    Do required paperwork

    Record Displays, Cases Sold, Out of Stocks

    Record future objectives


    STEP 7
    CALL REVIEW & ANALYSIS
    PURPOSE: To Review Your Results Versus Objectives and
    Identify Strengths and Opportunities in Your Call
    and Presentation

    KEY FOCUS: Specific to Every Call


    Review 7 Steps of the Call
    Review 5 Steps of Persuasive Selling
    Review 4 Steps of Handling Objections

    Think About Continually Improving Your Skills

    THIS IS A KEY STEP TO THE CALL


    MOTIVATIONAL
    REVIEWS SUCCESSES
    IDENTIFIES IMPROVEMENT AREAS
    CALL REVIEW & ANALYSIS
    When you leave the store and get in your car you will
    review your call.
    Ask yourself
    – WHAT DID I DO GOOD?
    – WHAT COULD I DO BETTER?
    – WHAT DID I MISS?....

    .....these will help you improve yourself.


    More important, you should report your call now:
    – HOW MANY CASES SOLD
    – DISTRIBUTION
    – COMPETITIVE ACTIVITY

    You might also like