Page 33 - Consultative Selling

SALES PLANNING – AN OVERVIEW

The success of consultative selling process lies on the shoulders of the
salesman and his capabilities. The skill with which he cultivates the situation
and leads it to its logical conclusion will effect the sales deal in a major way.

Managing to cultivate sales lead and managing the entire sales

process calls for a disciplined approach to selling. Planning and
reviewing of the case status is essential as well as crucial at every
stage.

There are several IT applications and systems that help you manage your
sales activity. Multi national companies who have sales networks across

various countries depend upon the IT applications to gain visibility over sales
development and monitor the activities. Such applications are exhaustive and
become an important source of information to the Organization for

knowledge management purposes. If in case you do not have access to a
readymade application, one can easily develop a format using spreadsheets
and maintain the same for use as a planner.

The sales planner would ideally contain information with regard to the
prospective customer, his business, organization, estimated business potential,
his buying behavior, previous history of buying as well as the key contacts

and any other information relevant to the customer’s business. It helps to
pen down the strategy that you plan to adapt to build on this sales lead.

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Approach