Page 300 - Training 2019

Key Activities for

Salespeople

If we look at the salesperson’s role, it is possible to break this down into key activities. This can help the
salesperson organise his time more effectively and get the most out of the working day

Existing customers - Call Planning

Planning week's diary by month
Producing monthly sales plan (sales plan to be discussed
later)
Planning each day's calls against customers GAP analysis
Meeting with the sales manager to discuss targets and results
Pre-call planning and how to expand product basket
Promoting lines on promotion
Researching new potential customers

Prospecting

Prospecting existing customers, prospecting new potential customers by sending out emails
Google search by using specific search names (Flexographic printers, label, corrugated etc)

Selling – New Customers

First appointments - Fact-finding
Follow up appointment to present a proposal and close Follow up visit
for decision
Telephone call for decision
Presentation to groups of potential customers Ongoing
customer care and support

Administration \ other

Office administration
Preparing reports
Updating customer records
Attending meetings
Attending training courses
Travelling to appointments
Time spent between appointments
Cancelled appointments

Barkev Sales Training Getting Organised 1