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Sales Call Planning is called the customer sales preapproach.
Effective and efficient salesperson will engage in problem solving and use their skills & knowledge to:
Get solution to problems and their strategic needs .
Get an in-depth knowledge of the customers and expectation.
Engage in creative solutions development to overcome customer’s personal needs.
The salesperson has the ability to come to an agreement with the prospect which mutually beneficial to both parties.
Note: three key terms – strategic needs, creative solutions, mutually beneficial agreement are important tp strategic problem solving. If done effectively the salesperson can create a strategic customer relationship or formal relationship with the customer with both and each other benefits.
This Plan covers the core information used in your sales presentation.
It must be of good quality
Steps in developing a Customer Benefit Plan Develop a suggested purchase order based on a customer benefit plan Step 4 Develop your business proposition Step 3 Develop the marketing plan Step 2 Select the features, advantages & benefits (F & B) of your product to present to the prospect Step 1