Answer:
Pre-call planning stand for the stage wherein the salesperson tries to gather as much as possible information about the prospect clients and using this the plan for the sales call or a meeting with the prospect related to selling of the offerings by the firm takes place.
During pre-call planning, Mr. Y learns that a prospective client enjoys visiting strip club with the salespeople. The strip clubs are in large numbers in the town, but the firm does not carry any such policy that allows or restricts salespeople to visit strip clubs with clients. And, not even Mr. Y has visited these clubs with clients in the past.
This information about the prospect will make Mr. Y to think about the options in front of him. In this, Mr. Y will not go with the client to the strip club and if he will offer the same, then Mr. Y will politely deny his offer stating that the company's policy does not allow visit to such places with the clients and this is the reason Mr. Y cannot go to strip club with him and is ready to take the meeting in a more formal and relaxed place. This will definitely make the client aware and get impress by the way Mr. Y follows the rules and standards created by the firm for the salespeople and will appreciate it and this denial from Mr. Y will not have any negative effect over the sales meeting.
Answer:
a.
To identify the potential sponsors, firstly one needs to search those businesses which are targeting the audiences. They can be potential sponsors to reach out the audience.
Secondly, schools have many associations with small businesses for investment purpose. Those businesses can also be potential sponsors.
Thirdly, those companies can also be contacted, where school's alumni are working.
Lastly, there are sponsorship directories which provide the details regarding the companies along with their contact and addresses.
b.
To qualify them properly one need to be fully aware of the school, its products, its financial position, how much of funds it wants to raise, its association with various companies, its customers and suppliers, its alumni, and lastly its competitors.
Answer:
Before making any sales call it is very important to form sales objective to determine what a salesperson wants to achieve. Call objectives should be created by taking into factors like firm's goals, sales teams goals, salesperson goals and the prospects goals from this call. The call objective for the first call is "To have the marketing director of Takeuchi agree to set up an appointment with Andres Orrin so that advertisement in magazine could be discussed."
A three call follow up schedule is developed and shown below:
The above table shows the call objectives while making the sales call.