Section B
Question 7
(a) State four importance of sales call planning.
(b) State four elements of sales call planning.
(c) Define the following terms:
(i) leads;
(ii) prospects.
Observation
Candidates’ performance was poor in this question. The required responses to the various parts of the question are:
(a) Importance of sales call planning
- Sales call planning prepares sales representatives for effective sales presentation.
- It guides salesmen in prospecting;
- It helps the sales representatives to gather information and prepare sales presentation to suit the specific needs of the different prospects;
- It helps to avoid loss of accounts by minimizing mistakes during sales presentation.
- It guides the salesmen in locating different territorial areas.
(b) Four elements of sales call planning
- Determination of target audience through effective Prospecting.
- Determination of sales call objectives through good understanding of product and pre-approach.
- Planning of sales presentation approach for the different prospects.
- Anticipation of unexpected reactions from prospects and prepare on how to handle them.
(c) (i) Leads: A lead is a possible customer that has not been
approached and information about him has been supplied to
the salesman.
(ii) Prospects: These are potential buyers of a given products or
services.