Deck 7: Planning the Sales Call

Question 1

Assume you are Megan Maxwell. List your call objectives for your first call with the marketing director for Super 8. Develop a three-call follow-up schedule and list the objectives for each call.

Answer 1

Case summary:
Ms. MM, salesperson of Truck Magazine is approaching a motel S8 which is known for low-priced superior lodging and accommodation options for truck drivers and other people. The motel carries more than 2000 properties across the country and has never advertised in Truck Magazine. MM is aware that no one from her firm has ever called S8 for getting an advertisement from this motel at Truck Magazine which is read by truck drivers at a very high rate than any other magazine read by them. This magazine is available free of cost for truck drivers and not only provides information related to driver's safety but also informs about employment and industry events.
Primary call objective stand for the objective or goal that is primarily to be achieved; minimum objective stand for the hope that is a part of the minimum achievement; and optimistic objective stand for the positive outcome that is most likely to take place or occur.
Solution:
If it is assumed that Ms. Y is Ms. MM, then the list of objectives for her first sales call with the marketing director of S8 could be to successful in making the director aware of the company's history, its standing among its customers and truck drivers, its reading numbers, the benefits that S8 could derive by advertising at the magazine etc.
The three-call follow-up schedule at which Ms. Y would be calling the marketing director of S8 would be within a week of the first meeting; after one more week of follow-up, and again after one week of the second follow-up. The objective of the first follow-up call would be to know the director's interest in giving an advertisement at the magazine; if the director sounds interested, then the second follow-up call would be for asking for the date for next meeting, and the third call would be for fixing all the terms and conditions for this deal.

Question 2

Suppose that during your information-gathering phase you identify a very hostile influential adversary named Mike. You know that Mike will do everything possible to see your competitor get the business. In talking about this with your sales manager, she suggests that you find some way to covertly strip Mike of his credibility and thus cause him to be a nonissue. Would you follow your manager's advice? What kinds of things would you be willing to do? What would you be uncomfortable doing?

Answer 2

Information-gathering phase stand for the stage wherein the salesperson tries to gather as much as possible information about the prospect clients and using this the plan for the sales call or a meeting with the prospect related to selling of the offerings by the firm takes place.
While, Mr. Y was gathering information for the prospect sales he encounters Mr. M who is a hostile influential adversary and looking at him, Mr. Y is sure that he will leave no stone unturned to make the competing firm win this deal and will try to snatch this deal from Mr. Y. When Mr. Y discussed this with his manager, she told him to use any trick and degrade the credibility of Mr. Y in front of the client so that he will not be an issue anymore.
In this situation, Mr. Y will not follow his manager's advice and will not demean or degrade the credibility of Mr. M only to obtain business from the client. This is completely unethical and is not appropriate in fair business deals.
Thus, the kinds of things that Mr. Y will do to obtain business from the client is by having a face-to-face conversation with Mr. M and clearing any hard or bad feelings that he possesses for Mr. Y or his firm, and request him not to create any obstacles for this deal. This way the situation could be handled in an effective manner.
And, the things Mr. Y will be uncomfortable in doing is insulting someone without any mistake of them, and making them lose their credibility only to gain personal advantage is something that is not correct and would not be attempted by Mr. Y.

Question 3

What kind of information would you like to have before your first meeting? How could you obtain that information?

Answer 3

Case summary:
Ms. MM, salesperson of Truck Magazine is approaching a motel S8 which is known for low-priced superior lodging and accommodation options for truck drivers and other people. The motel carries more than 2000 properties across the country and has never advertised in Truck Magazine. MM is aware that no one from her firm has ever called S8 for getting an advertisement from this motel at Truck Magazine which is read by truck drivers at a very high rate than any other magazine read by them. This magazine is available free of cost for truck drivers and not only provides information related to driver's safety but also informs about employment and industry events.
Primary call objective stand for the objective or goal that is primarily to be achieved; minimum objective stand for the hope that is a part of the minimum achievement; and optimistic objective stand for the positive outcome that is most likely to take place or occur.
Solution:
The kind of information that would be needed by Ms. Y before approaching the director of S8 for first meeting is information about the company's standing at the hotel industry that caters to the clients who prefer low-priced lodging at excellent amenities; the kind of advertisement solutions that motel undertakes and the amount of expenses that it incurs at each of the advertising mediums it makes use of for promoting the motel and its amenities among the potential clients.
This information could be obtained using motel's site and by looking at the contents of news about this motel detailing about the kind of advertisements it undertakes. Ms. Y could also rely upon her internal sources at her firm, or could make use of the referrals of the employees in his own firm who provide necessary information about this motel and its key customers and people.

Question 4

Think about a job you have held. Now think about a manager who worked there. Assume that a salesperson wanted to sell your manager an important product or service. Who would be a good focus of receptivity for this salesperson? Do you think the focus of receptivity would cooperate with the salesperson?

Question 5

During precall planning, you learn that an very important prospect enjoys being treated by salespeople to visit strip clubs, "gentlemen's clubs." of which there are several of these strip clubs in your town. Your firm doesn't have any policy about whether you can visit one of these clubs with a client. You've never visited one with a client before. How will these facts impact affect your planning for your upcoming sales visit to this prospect? What will you do?

Question 6

In "Sales Technology 7.1" you learned how one firm uses WebEx to give presentations. Can you think of any negative aspects of using such technology for giving sales presentations to prospects?
(In Reference Sales Technology 7.1)

Question 7

This chapter listed a number of items of information that a salesperson should find out ?about a prospect/customer as an individual. Assume you are going to sell your instructor ?for this course a new iPod. See how much information you can supply from the list in ?the text.

Question 8

Evaluate the following objectives for a sales call:
a. Show and demonstrate the entire line of 10 racquetball racquets.
b. Find out more about competitors' offerings under consideration.
c. Make the buyer trust me more.
d. Determine which service the prospect is currently using for pest control and how much it costs.
e. Have the buyer agree to hold our next meeting at a quieter location.
f.?Get an order for 15 charter boat cruises.
g.?Make the buyer not worry about the fact that our newspaper has been in business only three weeks.

Question 9

Think for a moment about trying to secure a job. Assume you are going to have your second job interview next week with ADT Security Systems for a sales position. This interview will take place over the phone with the senior recruiter. You're already had one informational inter- view on campus. Most candidates go through a set of four interviews. List your primary objective, minimum objective, and optimistic objective for this second interview.

Question 10

In "Building Partnerships 7.1" you learned that competing vendors were negotiating at the same time for the business of NRC. That is a stressful situation to be in because you know that your competitors are fighting for the same business, and they want it just as much as you do. How could you find out ahead of time if NRC was planning on having both competitors at company headquarters at the same time? What additional planning would you do if you learned that was going to be the case?
(In Reference Building Partnerships 7.1)

Question 11

Evaluate the following approach for getting an appointment: Ms. O'Toole, I've not got any calls to make next Thursday. Would it be okay if I stopped by for a few minutes?

Question 12

Although there is no firm rule, list what you think to be the best time of day to call on the following individuals:
a.? A college bookstore manager (to sell backpacks).
b. A manager at an automotive glass replacement company (to sell a new type of glue).
c. An apartment complex manager (to sell a new mowing system).
d. A heating contractor (to sell a new model of heating system).

Question 13

Review the list of prospects in question 8 and identify
a. The worst time of day to call on each individual.
b. The worst time of year to call on each individual.

Question 14

Suppose you have graduated, and that you belong to the alumni association of your school. Your association plans to raffle off a number of donated items to raise funds for a new library. To be a success, the event will need many donated raffle prizes.
a. Which sources will you use to identify potential sponsors?
b. What information do you need to qualify them properly?

Question 15

What kind of information should Felix gather about Abel before their meeting?

Question 16

What kind of information should Felix gather about the AFL-CIO before his meeting there?

Question 17

Which sources can Felix use to gather that needed information?