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Sales Call Play Worksheet
For this assignment, you need to complete the
Sales Call Planning worksheet (Excel)
using the information and SPIN questions included in the FedEx Office Case Study.
This worksheet provides the framework for the sales call role play and will need to be updated and fine tuned based upon the class discussions the week prior to your role play.
Excel Upload be the most compatible.
Sheet1
| Student Name: _____________________________ ________ Date: ________________ | |
| Sales Call Worksheet – FedEx Office | |
| ü | Preliminaries |
| Greet prospect – seller’s (your) name | |
| Greet prospect – seller’s company – FedEx Office | |
| Establish prospect credentials – prospect’s name | |
| Establish prospect credentials – prospect’s title – Alex Barber/Founder of Global Training Associates | |
| Reason for visit | |
| Verify amount of time for visit | |
| Provide brief overview of FedEx Office background | |
| Describe FedEx Office available products and services | |
| Ask about timing to make a decision and/or change | |
| Establish reason for timing (urgency) | |
| SPIN | |
| Situation question #1 (to uncover relevant facts about Global Training Associates): | |
| Buyer’s anticipated answer to Situation #1: | |
| Situation question #2 (to uncover relevant facts about Global Training Associates): | |
| Buyer’s anticipated answer to Situation #2: | |
| Situation question #3 (to uncover relevant facts about Global Training Associates): | |
| Buyer’s anticipated answer to Situation #3: | |
| Situation question #4 (to uncover relevant facts about Global Training Associates): | |
| Buyer’s anticipated answer to Situation #4: | |
| Situation question #5 (to uncover relevant facts about Global Training Associates): | |
| Buyer’s anticipated answer to Situation #5: | |
| Problem question #1 (that FedEx Office could solve): | |
| Buyer’s anticipated answer to Problem #1: | |
| Problem question #2 (that FedEx Office could solve): | |
| Buyer’s anticipated answer to Problem #2: | |
| Problem question #3 (that FedEx Office could solve: | |
| Buyer’s anticipated answer to Problem #3: | |
| Problem question #4 (that FedEx Office could solve): | |
| Buyer’s anticipated answer to Problem #4: | |
| Problem question #5 (that FedEx Office could solve): | |
| Buyer’s anticipated answer to Problem #5: | |
| Implication question #1 (to uncover the future implication that could occur if Problem #1 is not solved): | |
| Buyer’s anticipated answer to Implication #1: | |
| Implication question #2 (to uncover the future implication that could occur if Problem #2 is not solved): | |
| Buyer’s anticipated answer to Implication #2: | |
| Implication question #3 (to uncover the future implication that could occur if Problem #3 is not solved): | |
| Buyer’s anticipated answer to Implication #3: | |
| Implication question #4 (to uncover the future implication that could occur if Problem #4 is not solved): | |
| Buyer’s anticipated answer to Implication #4: | |
| Implication question #5 (to uncover the future implication that could occur if Problem #5 is not solved): | |
| Buyer’s anticipated answer to Implication #5: | |
| Clearly summarize three identified needs to prospect: (1) (2) (3) | |
| Global Training Associates Need #1 (that FedEx Office could solve): | |
| Global Training Associates Need #2 (that FedEx Office could solve): | |
| Global Training Associates Need #3 (that FedEx Office could solve): | |
| Outline FedEx Office solutions relating to identified needs and supporting with FedEx Office features and benefits | |
| FedEx Office Solution #1 with features (related to Need #1): | |
| Benefit to Global Training Associates and specific beneficiary related to Solution #1: | |
| FedEx Office Solution #2 (related to Need #2): | |
| Benefit to Global Training Associates and specific beneficiary related to Solution #2: | |
| FedEx Office Solution #3 (related to Need #3): | |
| Benefit to Global Training Associates and specific beneficiary related to Solution #3: | |
| Obtain Commitment | |
| Agreement that FedEx Office solutions would solve the problems/needs | |
| Invite Global Training Associates’s concerns and/or deal with objections | |
| Obtain prospect agreement for proposal | |
| Set specific date and specific time for next action |