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
FABs — stand for?
Features, Advantages, Benefits
Buyer's mental steps — sequence?
Attention, Interest, Desire, Conviction, Action
Customer signals — types?
Green (positive), Yellow (neutral), Red (negative)
Trust elements — include?
Communication, expertise, similarity, effort, conflict management
Answer 9 questions on Mastering Sales Call Planning.
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?
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