Practical Application: Planning a Sales Call

Instructor: Yuanxin (Amy) Yang Alcocer

Amy has a master's degree in secondary education and has taught math at a public charter high school.

The successful sales call is the one that ends with a sale. There are things you can do to plan for such success. Practice with this imaginary scenario.

The Scenario

Let's practice planning your sales call for success. Read this imaginary scenario, then read the analysis questions to help you know how to make your sales call a success, then plan out your sales call.

It's a big day for you today. You have just been given the job to work with a potentially major buyer of your products. Your company makes business computers pre-loaded with a custom-designed software bundle that creates graphics, videos, etc. for each client.

This potential buyer that you have the responsibility of making a sales call with is a large marketing agency, who, if the sales call is successful, will end up purchasing hundreds of your computers for its employees along with a custom designed software suite filled with high-end software.

How can you make your sales call with this company a success? Read the lesson How to Plan & Make a Successful Sales Call to review techniques for planning and executing sales calls.


First, analyze your situation. Ask yourself these questions:

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