How to Plan & Make a Successful Sales Call


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Mickey is going on his first sales call. He is so excited, he goes empty handed to the the sales call. He knows everything by heart, so he feels that his enthusiasm is enough to close the deal. He arrives at his sales call and immediately proceeds with his presentation. He loses track of time while he is talking about the value-added points of his product. At the end of his presentation, his clients are so eager to see him go that they quickly tell him thank you for coming and they'll call him later. Mickey didn't get the deal. It looks like he messed up during the sales call. What did he do right, though?

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1. What do you have to pay attention to while you are making your sales call so you know if what you are saying is truly answering your potential client's concerns?

2. Which of the following should you do during the close?

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About This Quiz & Worksheet

Sales calls are a common tactic for generating new business and for turning leads into buying customers. You will be quizzed on examples of sales calls as well as planning for these types of interactions.

Quiz & Worksheet Goals

The quiz asks you to:

  • Name an important task that is done during the initial planning stage
  • Explain what should be done during the close
  • Point out something that you need to pay attention to during sales calls to ensure that your potential client's concerns are addressed

Skills Practiced

  • Knowledge application - use your knowledge to analyze a case study involving a sales call
  • Information recall - consult the understanding you've gained about a crucial step in the initial planning stage
  • Making connections - use knowledge of good sales call tactics to answer a question about a sample sales call

Additional Learning

Learn more about this subject by viewing the lesson titled How to Plan & Make a Successful Sales Call. This lesson is focused on:

  • Developing questions for sales calls
  • When to go for the close
  • Steps for planning a successful sales call