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Sunday, September 03, 2006

Sales Call Checklist

Sales Call Checklist-Example
Account details
Account name
Project or opportunity
Phone number
Coho Vineyard
Provide refractometer demo for potential sales
(789) 555-0134
Location
Primary contact person/title
Call date
San Armando, CA
Gilbert Grape
Tuesday, July 27, 2005
Industry
Secondary contact person/title
Call time [To-From]
Food/Beverage
Kim Abercrombie
2:00 P.M. to 2:20 P.M.
Referral Source
Follow-up Call
2nd Call time [To-From]
AFAB Sales
Kim Abercrombie
2:00 P.M.
Requested Referral/ Name/#
Requested Referral/Name/#
Requested Referral/Name/#
Fruity Juice/Bob Wine/123-555-1234
Grapes-R-Us/Martha Vine/800-555-1234

Call purpose and expected outcome
Secure an order for inline process refractometers. Customer processes 500,000 gallons of wine per quarter. Our goal is to get a commitment for 5 refractometers in next 30 days order, which will be delivered before August 10, 2005.
Industry/Customer Top Three Needs
AFAB Targeted Solutions
Fill in according to case studies, research, etc…use industry specific sheets
Related to targeted industry segment, case study review, etc…
Process (include our business value and client industry issues)
1. Introductions
2. Product overview
3. Capabilities





4. Samples and demonstrations
5. Question and answer
6. Next steps
Competitive issues and obstacles
OUTCOME!-ACTIONABLES!!
Current vendor has established strong relationship.
Client is hard to get to know.
Item sold-process sale. Quantity:

Send media kit /samples within 24 hours Method:
· Mail
· Fax
· Email

· Follow-up Call within 10 business days


Bad Timing-Permission to Call Again

Referrals-Others of potential interest

Do Not Disturb

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