Preparation and standardization of sales visits
Content of draft preparation and standardization of sales visits:
I. Investigation of the buying process of target customers
1. Interviews with customers and prospects
II. Description of the sales process
1. Interviews with the sales team
2. Direct observation of their work
III. Definition of content and format of the visit
1. Objetives of the visit as part of teh sales process
2. Script
3. Determining the information to be delivered and collected
4. Description of the optimal human profile for the visit
5. Plan monitoring of results
Variables that determine duration and cost of the project: No. of types of visit or business contact to be standardized. Number of different jobs involved in business analysis. Number of types of customers that must be considered separately.
