Ch 8: The Sales Planning Process

About This Chapter

Explore this chapter's entertaining lessons to improve your ability to excel on a project, assignment or test covering the sales planning process. Use the short quizzes and chapter exam to confirm your knowledge of this process.

The Sales Planning Process - Chapter Summary

The fun lessons in this self-paced chapter can ensure you have a comprehensive understanding of the sales planning process. Gain greater insight into topics that include lead qualification, planning, sales strategy and the importance of scheduling for sales professionals. Choose the lessons in this chapter that can enhance your knowledge of the sales planning process, and take the accompanying quizzes to check your comprehension of concepts covered. Any questions that arise can be submitted to our experts via the Dashboard. When finished with this chapter, you will be able to:

  • List and describe types of sales strategies
  • Detail the process of developing a sales strategy
  • Explain how marketers identify and sell to different customer types
  • Share best practices for prioritizing customers and client prospects
  • Define and provide examples of a sales pitch
  • Outline the process of planning and making a successful sales call
  • Discuss the process of creating and delivering a sales presentation

12 Lessons in Chapter 8: The Sales Planning Process
Test your knowledge with a 30-question chapter practice test
Sales Strategy: Definition, Elements & Implementation

1. Sales Strategy: Definition, Elements & Implementation

Understanding sales strategy and implementing effective plans can help a company sell more of its product and target the appropriate customer. This lesson explains the logic in establishing a sales strategy.

Types of Sales Strategies

2. Types of Sales Strategies

The lesson will identify various sales strategies that can be used to help sellers assist consumers with making purchase decisions, including building relationships, being the product expert, hiring teachable people, and identifying the target market.

Sales Strategy: Plan, Template & Examples

3. Sales Strategy: Plan, Template & Examples

Sales strategies help sales professionals work towards making their goals. Many businesses make a plan and stick to it. Today, I will talk about a sales plan, provide a template, and example.

How to Develop a Sales Strategy

4. How to Develop a Sales Strategy

Sales strategies can make the difference between having a dream that is never realized and reaching a goal. This lesson explains the importance and process of creating effective sales strategies.

Lead Qualification: Process & Overview

5. Lead Qualification: Process & Overview

Trying to sell to customers that don't need, don't want or can't afford your product or service is pointless. In this lesson, you'll learn about lead qualification, including what it is and the process by which it is done. A short quiz follows the lesson.

Identifying & Selling to Different Customer Types

6. Identifying & Selling to Different Customer Types

In marketing, there are four commonly accepted customer personality types. In this lesson, we cover how to identify and sell to different customer types, and how to drive sales by understanding customers better.

Planning: Deadlines & Clients

7. Planning: Deadlines & Clients

Planning is an essential skill for sales professionals. In this lesson, we'll discuss the importance of planning ahead, scheduling clients, and meeting deadlines.

The Importance of Scheduling for Sales Professionals

8. The Importance of Scheduling for Sales Professionals

Sales professionals need to make sure they schedule. Today, we will go over some of the ways they do that and why it is critical to maintain a schedule.

How to Prioritize Customers & Client Prospects

9. How to Prioritize Customers & Client Prospects

Having many customers and clients can make decisions confusing for a salesperson. In this lesson, we will discuss how to prioritize customers and client prospects.

Sales Pitch: Definition & Examples

10. Sales Pitch: Definition & Examples

After reading this lesson, you'll know how to give a sales pitch and how to identify when one is being given to you. Learn what it takes to make a sale, as well as seeing one in action.

How to Plan & Make a Successful Sales Call

11. How to Plan & Make a Successful Sales Call

Read this lesson to learn what questions you need to ask on your sales call along with what questions and concerns to anticipate. You'll also see an example showing you just how you can make a successful sales call.

How to Create & Deliver a Sales Presentation

12. How to Create & Deliver a Sales Presentation

Congratulations - you've gotten a potential client to agree to a meeting. Now what? In this lesson, we'll examine the basics of building a winning sales presentation, what to do after the meeting and things you should never do.

Chapter Practice Exam
Test your knowledge of this chapter with a 30 question practice chapter exam.
Not Taken
Practice Final Exam
Test your knowledge of the entire course with a 50 question practice final exam.
Not Taken

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