Submitted By: Soumit (50) Sujeet (52) Abinash (07) Tarun(57) Neha(31) Jeetesh(27)

Submitted to:

Prof. Veena Kumar

In this Assignment we are going to discuss about pre call planning in B2B context. It will consist all the information (exhaustive) that one should be having before meeting a customer in B2B context. Retaining your customers is just as critical if not more critical than seeking out new customers or growing your customer base. These are the basic criterias one should have before a sales call 1. Determine the call objective: The first step in pre-call planning is setting the objective for the call. The objective should be formulated in terms of the commitment desired from the customer that moves the sales cycle forward.

2. Keep it simple: If sales people are asked why they dont do a better job of pre-call planning, the answers heard most often are No time or Too much paperwork. Sometimes the complaints are partially justified but when some sales people say I just do it in my head that doesnt hold water. You have to write stuff down. The key is keep it simple & straight (KISS)

3. Adopt a standard way of Pre call planning: This idea is correlated with the keep it simple notion. Standardizing pre-call planning is a great way to keep it simple and to get better at doing it.

Call objective

MICRO LEVEL

MACRO LEVEL
Example

Questions you want to ask Questions you might be asked Points to communicate Likely Objections Possible advances or commitments

Try to acquire New Customer Make effort to increase customer loyality Understand Competitor's promotional stratagy

Fourwheeler Battery Industry Competitors: Exide, Amaron, Super sonic, Okaya, Base e.t.c Before going to a sales call of Four wheeler batteries Sales person should do pre call planning keeing above mentioned points in mind.