BET430 Chapter Notes - Chapter 7: Purchase Order
16 Dec 2018
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Document Summary
Pre-approach: planning the sales call on a customer or prospect. Strategic: programs, goals, and problems of great importance to customers. Top salespeople who are effective strategic problems solvers have the skills to: Strategic customer relationship: formal relationship with the customer, the purpose of which is joint pursuit of mutual goals. Creative problem solvers: individuals who have the ability to develop and combine non-traditional alternatives to meet the specific needs of the customer. Sales planning: the process of preparing to approach a prospect and attempting to make a sale. Has four steps: determining the sales call objective, developing or reviewing the customer profile, developing a customer benefit plan, developing the individual sales presentation based on the previous three steps. Sales call objective: the main purpose of a salesperson"s call to a prospect. Smart: objectives that are specific, measurable, achievable, relevant, and timebound. Gatekeepers: people who influence where information from salespeople goes and with whom salespeople will be allowed to talk.
