The Successful Sales Call ABSTRACT This study addressed the lac

1. What are the essential elements for a successful sales call?

2. What roles do these elements play in the conduct of a successful sales call?

A questionnaire containing the preliminary list of essential elements, together with the role of those elements in the conduct of a successful sales call, was administered to each member of two sample groupssales managers and sales persons. Respondents were asked to indicate the degree of their agreement or disagreement with the (1) inclusion of each of the elements in the essential list, and (2) identification of the roles of each element. It was found that each of the 11 elements identified in the literature review should be included in the list of universal essential elements for the conduct of a successful sales call. It was also found that both sales managers and sales persons agreed that each of the elements played a significant role in the conduct of a successful sales call, although the degree of significance attached to each element varied between sales managers and sales persons. It was concluded that the 11 elements identified in this study should be considered to be applicable to all sales situations, but that the emphasis placed on each of the elements should vary, depending upon the characteristics of the

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classification are predominantly (a) elderly, (b) poorly educated, and (c) barely getting by economically. 2. Sustainers. These individuals are characterized by (a) high levels of unemployment, and (b) low incomes (although their incomes are higher than those of Survivors). Sustainers also tend to (c) be distrustful, and (d) live for the moment (although they do hold out hope for the future). 3. Belongers. Belongers are the heart of socalled middle America. The individuals included in this classifica tion tend to be (a) conservative, (b) conforming, (c) familyoriented, and desirous of maintaining the status quo. __________ 21Atlas, p. 57; B. Townsend, "Psychographic Glitter and Gold," American Demographics VII, 11 (November 1985): 25. 22E. Zotti, "Thinking Psychographically," Public Relations Journal XLI, 5 (May 1985): 2630. 13 Table 1 VALS Life Style Classifications and Proportional Representation in the American Population (in ascending order of psychological development and sophistication) ============================================================= Life Style Population Classification Proportion
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Some common words found in the essay are:
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Approximate Word count = 6850
Approximate Pages = 27 (250 words per page)