8- McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All rights reserved.

Planning the Sales Call Is a Must! Chapter 8 Chapter 8

Chapter 8 8-

Exhibit 8.1: Only Through Truth Can Trust Be Supported to Bridge the Gap between People 8- 8-

Exhibit 8.2: The Preapproach Involves Planning the Sales Presentation

Exhibit 8.5: Steps in the Preapproach: Planning the Sale Determine sales call objective(s) Develop/Review customer profile Develop customer benefits Develop sales presentation

Exhibit 8.6: Information Used in a Profile and for Planning

Exhibit 8.7: Examples of Topics Contained in the Marketing Plan Segment of Your Sales Presentation

Exhibit 8.8: Examples of Topics Contained in the Business Proposition Segment of Your Sales Presentation

Exhibit 8.9: Major Phases in Your Presentation: A Sequence of Events to Complete in Developing a Sales Presentation

Exhibit 8.10: The Prospect’s Five Mental Steps in Buying