Planning the sales call

Question 1

Information about the buyer (individual and organisational)

Answer 1

Individual (attitudes, relationships, evaluation of offering)
Organisational (Demographics, customer, competitors …… )

Question 2

Multiple call objectives (4 scenarios)

Answer 2

1. Primary call objective
2. Minimum call objective
3. Optimistic call objective
4. Secondary call objective

Question 3

Identifying the right person (3 factors)

Answer 3

Focus of receptivity
Focus of dissatisfaction
Focus of power