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.