Chapter 2 : Planning the Sale

Topics covered in this snack-sized chapter:



Sales Plan arrow_upward


  • A sales plan is a plan that sets out the future aims of a sales department.
  • It shows the ways in which it can improve its performance and increase sales.

    • Personal Selling arrow_upward


  • Personal selling is a business activity involving a person-to-person communication process.
    • During which a salesperson uncovers and satisfies the needs of a buyer to the mutual, long-term benefit of both parties.
  • Selling involves helping customers to:
    • Identify problems.
    • Learn about potential solutions.
    • Receive after-the-sale service to ensure long-term satisfaction.
  • The basic skills involved in selling are:
    • Opening
    • Probing
    • Supporting
    • Closing
    • Responding to concerns

    The Seven Steps for Sales Planning arrow_upward


    1. Define a time line

    2. Analyze/track past sales records

    3. Project future sales

    4. Project future results

    5. Adjust sales and results based on past data

    6. Detail the plan with specific steps

    7. Control, evaluate, and adjust


    Prospecting Customers arrow_upward


  • Prospecting for customers
    • Find prospects to contact
    • Obtain appointments.
    • Plan the entire sales presentation.
  • Popular prospecting methods are:
    • Cold canvas
    • Public exhibitions and demonstrations
    • Locating centers of influence
    • Direct mail
    • Telephone and observation

    Rules for Sale Planning arrow_upward


  • Plan how to help people solve their problems and fulfill their needs.
  • Plan every aspect of a sales call so you will be organized and prepared.
  • Plan to present a specific solution to each prospect’s unique set of problems and needs.
  • Focus on building a mutually beneficial relationship.


    • Thank You from Kimavi arrow_upward


  • Please email us at admin@kimavi.com and help us improve this tutorial.