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Prepare: Information and Tools for Conducting an Effective Sales Call

Building relationships is central to effective salesmanship. This module focuses on developing background information on customers. The module includes a discussion of:
  • Identifying good sources of information
  • Understanding "What People Buy"
  • Understanding the customer life stage

This module is designed for salespersons and managers who need to profile customer accounts to understand their needs, past buying history and other relevant details.

This module can be presented in two to four hours, depending on participants' skill level and teaching objectives. The module includes:

  • Break out groups to solve team problems
  • Discussion on techniques for team development
  • Exercises and presentations
  • Practice sessions and role plays
The participant's workbooks contain reference text and exercises, are bound and three hole punched. The module is divided into three sections, one for each phase of training: the Pre-Workshop Assignment, the Workshop Material, and the Post-Workshop Action Items. Participant's workbooks can be used for classroom instruction or on a self-paced basis.

The leader's guide contains the same material as the participant's workbook, with the addition of a section of introductory notes, answers to exercises and explanatory margin notes. The leader's notes contain tips and techniques on setting up and administering the session, checklists, and other teaching aids. Other beneficial components include:
  • A listing of suggested videos which complement the material.
  • Notes which highlight key points, provide tips for training, and detail competencies to be gained.
  • Margin Notes on the workshop materials which guide the leader through the material and indicate when to ask questions, encourage discussion, use flip charts, break into groups, and refer to specific material.


By the end of this module, the participants will be able to:

  1. List key information categories required for building a relationship strategy and action plan.
  2. List good information sources available to them when gathering data.
  3. Present a client profile by reviewing client information and organizing it in the format of a Client Relationship Analysis and Action Plan worksheet.
  4. Describe the basic reasons why people decide to do business with us.
  5. Describe our target market segments.
  6. Describe the characteristics of the customers in each target market segment.
  7. Explain how our products and services address the needs of these target markets.
  8. Identify a promising customer by answering the questions on the Client Analysis Checklist.

Merit Training Corporation
Phone: 757-546-7703
e-mail: info@merittrainingcorp.com


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