 
Prepare: Information and Tools for Conducting an Effective Sales Call
 Building
relationships is central to effective salesmanship. This module focuses
on developing background information on customers. The module includes
a discussion of:
- Identifying good sources of information
- Understanding "What People Buy"
- Understanding the customer life stage
AUDIENCE
This module is designed for salespersons and managers who need to
profile customer accounts to understand their needs, past buying
history and other relevant details.
FORMAT AND LENGTH
This module can be presented in two to four hours, depending on
participants' skill level and teaching objectives. The module includes:
- Break out groups to solve team
problems
- Discussion on techniques for team
development
- Exercises and presentations
- Practice sessions and role plays
COURSE MATERIALS
The participant's workbooks contain reference text
and exercises, are bound and three hole punched. The module is divided
into three sections, one for each phase of training: the Pre-Workshop
Assignment, the Workshop Material, and the Post-Workshop Action Items.
Participant's workbooks can be used for classroom instruction or on
a self-paced basis.
The leader's guide contains the same material as
the participant's workbook, with the addition of a section of introductory
notes, answers to exercises and explanatory margin notes. The leader's
notes contain tips and techniques on setting up and administering
the session, checklists, and other teaching aids. Other beneficial
components include:
- A listing of suggested videos
which complement the material.
- Notes which highlight key points,
provide tips for training, and detail competencies to be gained.
- Margin Notes on the workshop
materials which guide the leader through the material and indicate
when to ask questions, encourage discussion, use flip charts,
break into groups, and refer to specific material.
OBJECTIVES OF THE MODULE
By the end of this module, the participants
will be able to:
- List key information categories
required for building a relationship strategy and action plan.
- List good information
sources available to them when gathering data.
- Present a client profile
by reviewing client information and organizing it in the format
of a Client Relationship Analysis and Action Plan worksheet.
- Describe the
basic reasons why people decide to do business with us.
-
Describe our target
market segments.
- Describe the characteristics
of the customers in each target market segment.
- Explain how our
products and services address the needs of these target markets.
- Identify a promising customer
by answering the questions on the Client Analysis Checklist.
Merit Training Corporation
Phone: 800-677-1667
e-mail: info@merittrainingcorp.com
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