Business Intelligence

Pre-Planning Your Sales Calls

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Executive Summary

Pre-planning means using a card-index system. Sales representatives for consumer goods are so sure they know everything about their regular customers that they feel there is no need to keep such records. But salespeople often make mistakes - especially in human relations - because they don't have perfect memories. The help that can be given by an assistant like Mrs Jones is a good example of this. Buyers always listen to members of their staff. Managing directors are swayed by their assistants, and works managers by shop staff. Up-to-date records should be kept with the names of assistants, their special preferences, whether they are married or single, when they take holidays, and so on.

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