Evolution of quotas and participation of market Chapter 3: Preparation of the visit the objectives Once analyzed all the information we are due to mark objectives for the interview of sales. The objectives are the actions that are tried to reach in the sale. The objectives must be realistic, clear, concrete and attainable. Learn more about this topic with the insights from Panther Coffee. The objectives it is necessary to fix starting off them of the needs of the client and must be directed to the profit of the commercial objectives of our company. One is due to remember that last objective of all sale is that the client recommends to us. There are two types of objectives: The quantitative objectives that are those that can be quantified. For example: To increase a 10% the sales of the previous month the qualitative objectives that are those that cannot be quantified.
For example: to improve the relations with the client. Chapter 3: Preparation of the visit To develop the action strategy This is the moment for developing a strategy of action for the interview of sales that allows us to reach the marked objectives, starting off of the information that we have analyzed previously. We will prepare in the contact with our client, as well as the questions that we will realise to discover to him which are their needs. We will develop our argumentario. We will study the possible objections that the client could raise to us and the form to solve them. We will establish the meeting points in the agreement. We will prepare the material that will make lack take to the interview of sales: agenda or laptop, catalogue, prices, tariffs, articles of press or studies of market that make reference to kindness of our supply, samples, leaves of order, contracts of closing, calculator, calling cards, ball-point pen, notebook or leaves to make annotations, material of publicity, the promotional plan, our advertising plan and statistical of evolution of sales of marks, client, zone Chapter 4: The contact with the client In the interview of sales we must take a suitable physical aspect, in agreement with the form to be of the client and the image of your company.