Sales Call Planning Guide – New Sales Rep – 2 copies to be handed in

Must be typed!

Sales Call Planning Guide  –  New Sales Rep  – 2 copies to be handed in

Student / Sellers Name:                                                   Student #                               

Seller’s Company: Peter and Greer Company

Seller’s Industry: Sales and distribution

Seller’s Products: pip pop

Buyers Company: Quick stop stores

Buyer’s Primary business: Retailing

Prospective Buyer’s name: Quick stop stores

Buyer’s Industry: Sales

Define the Meeting Outcome.  What is a reasonable outcome from your first meeting

The meeting should result to convincing the buyer to try out samples of  pip pop if  likes the product  make an appointment for the next meeting to discuss business details

If the meeting goes well what is your logical next step? (I.e. Sale, product trial, another meeting)

Providing samples for trial by the buyer

Topics for rapport?

Sales and  marketing      

Plan your questions?

Good questions will uncover further information about your prospective buyers current situation.

List ten questions you could ask to identify buyer needs.   Indicate what type of question they are problem/ survey, pain/ probing or pleasure/ need satisfaction.   (include at least 2 of each)

  1. How much does it cost for a carbonates soda.
  2. Which soda is popular among children
  3. Which fun activities are associated with children
  4. How much do you think  children are willing to spend on drinks
  5. What are his experience with other soft drinks
  6. How often do parents buy soft drinks for their children
  7. What are the common places families visit .
  8. Have you ever tried using  pip pop
  9. Have you seen our recent soft drinks advertisement
  10. How often do you get thirsty

Presentation of Solution

What Materials could you could bring to the meeting?  Power point presentation, the price list , a short preview of the advertisement, sample of the products ,

How will you involve the buyer:

Doing a demonstration on how to prepare a drink .giving out samples for trial.

List at least five features and benefits of your product you believe would be relevant to the buyer  What proof could you offer?

Proof: It is cheap the product costs $1 per six-pack compared to other soft drinks twice the price.

Proof.   Easy to prepare. All one needs to do is to open the packed pour the powder in the glass then add water.

Proof: Pip Pop comes in either regular or diet form and all the multitude of flavours that a typical bottled or canned soft drink does


Proof:   it is convenient. It will do away with the need to return empty bottles or to dispose of cumbersome aluminium cans.


Proof: It save space because it comes in small packs that does not occupy much space on the shelves.



Buyers will usually have concerns about a sale and a salesperson can anticipate that certain concerns may arise during the sales call (pg 326). What are some possible questions or concerns by prospective buyer and how could you respond to them. (how would you handle them, techniques from text book pg 328)


  1. How much does it cost $1 per six-pack versus approximately twice as much for traditional carbonated soft drinks.
  2.  How is the packaging   a carbonated, powdered soft drink, sold in packets of six.
  3. How is it prepared ? All consumers need to do is open a packet, pour the powder into a glass, and add water
  4. What are the variations of pip pop :either regular or diet form and all the multitude of flavours

that a typical bottled or canned soft drink does


Give an example of at least 5 trial closes and indicate some  verbal or non-verbal clue which prompted you to try a trial close

Trial Closes

From the look of things you like  pip pop is it true?

If you given one to taste would you try it

Do you like it different flavours?

How can you describe the product ?

Give an example of 4 types of closes that your go do (pg 352) – indicate what type of close it is.

  1. Adjournment close to give time to think
  2. Assumptive close – assuming he has already decided to buy
  3. Conditional close – giving them the idea that it will solve their problem
  4. calendar close – choosing a date for the next step