Sales Management: Planning the Call - Revision Sheet
1. What is the primary purpose of planning a sales call?
2. Which of the following is NOT a part of setting a SMART sales call objective?
3. According to the sales process, what is the step immediately following the presentation?
Sales call purpose — role?
Guides selling actions and mindset.
Customer profile — components?
Decision-makers, needs, pressures.
SMART goal — elements?
Specific, Measurable, Achievable, Realistic, Timed.
Sales Management — key phases?
Pre-approach, approach, presentation, closing, follow-up
SMART goals — purpose?
Guide call objectives clearly and effectively
Customer profiling — includes?
Decision-makers, needs, pressures, buying habits
It covers the core concepts of Mastering Sales Call Planning, organized by topic with the key definitions, explanations and takeaways, so it's easier to learn and remember.
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