Planning the Scale

Sales Plan

• A sales plan is a plan that sets out the future aims of a sales department.
• It shows the ways in which it can improve its performance and increase sales.

Personal Selling

• Personal selling is a business activity involving a person-to-person communication process.
• During which a salesperson uncovers and satisfies the needs of a buyer to the mutual, long-term benefit of both parties.

Selling involves helping customers to:

• Identify problems.
• Learn about potential solutions.
• Receive after-the-sale service to ensure long-term satisfaction.

The core competencies involved in selling are: 

• Opening
• Probing
• Supporting
• Closing
• Responding to concerns

The Seven Steps for Sales Planning

• Define a timeline
• Analyze/track past sales records
• Project future sales
• Project future results
• Adjust sales and results based on previous data
• Detail the plan with concrete steps
• Control, evaluate, and adjust

Prospecting Customers

Prospecting for customers

• Find prospects to contact
• Obtain appointments.
• Plan the entire sales presentation.

Popular prospecting methods are:

• Cold canvas
• Public exhibitions and demonstrations
• Locating centers of influence
• Direct mail 
• Telephone and observation

Rules for Sale Planning

• Plan how to help people to solve their problems and fulfill needs.
• Plan every aspect of a sales call so you will be organized and prepared.
• Plan to present a particular solution to each prospect’s unique set of problems and needs.
• Focus on building a mutually beneficial relationship.