Create a sales call planning template in preparation for a first-time sales call based on the scenario given below. Read the scenario and task sections below, and then complete the Sales Prep and Planning Template below FOR F&A Transformational SELLING GARTNER SERVICES.

SALES PREP AND PLANNING TEMPLATE:

Rapport/Trust Building: Briefly, describe how you will use the information you know from the scenario to build rapport and to build trust with the client. Your response should be written word-for-word for how you’ll begin to build rapport and trust.

Identify Issues and Prepare a Response: In the template below, I’ve provided you with 2 issues: one known and one unknown, from the scenario. For each, I’ve walked through the SPIN process and culminate the process with a presentation plan that describes a feature and benefit of the ADP product that addresses the issue.

Now, given what you know about the case, fill out the following template. Identify 3 unknown issues and walk through the SPIN process for each. Each issue should culminate a presentation plan that shows a feature of the product and how it addresses the issue.

	Situation Questions	Problem Questions	Implication Questions	Needs-PayoffQuestion	Presentation Plan
Known Fact/Issue Example:					Feature: Benefit:
Unknown Fact/Issue Example:					Feature: Benefit:
Unknown Issue #1:
Unknown Issue #2:
Unknown Issue #3:

Preparing for Objections: In each sales call there are objections. Identify 3 possible objections you might encounter for this case and how you might respond.

Potential Objection	Possible Response

Close: Briefly, describe how you will close the sales call. Your response should be written as though you are actually closing the call.

SCENARIO:

TASK:

You have an appointment that has taken you months to secure. Hilti’s time is very valuable, and your web conference appointment is only for 20 minutes.
It is not feasible to gather information and close a potentially complex sale like this in only 20 minutes. Therefore, you should gather the information you need, establish trust, convey your expertise, and share potential solutions. Your goal is to obtain a follow-up appointment to present solutions based on Jay Hilti’s’ perceived needs and Gartner for CIO’s capabilities.
 
 

com Case Info You have been an Account Manager on the Gartner team for a little under a year and have been provided numerous inactive accounts. InterTelcom has been in Gartner's archives for 20 years and passed around to other new account managers who have had no success in gaining their business. Information you have: Annual Rev.: $650m (no debt) HQ: Atlanta, GA - Ownership: Private Employees: 1,350 Last Contact from Gartner Rep: 2005 Quarter-Final Round Salesperson Info What you Found From Sales Navigator Inter Telcom is one of the premier telecommunications solution's providers for businesses across the United States and Canada. With unparalleled North American coverage, Inter Telcom is the leading corporate phone service provider to multi-location companies through our scalable solutions, customized to manage all your local, regional and national locations. Through long-term commercial wholesale contracts, Inter Telcom offers dial-tone, infrastructure solutions, advanced data services, broadband, and security services to our customers at significant savings. Enjoy on-line location pre-qualification, order entry, order tracking and revenue reporting along with premier account managers. National Collegiate Co-Founder & President: Karen Peesker CFO: Lenita Davis CIO, Sr. VP Info Technology: Shane Dolinski Dir. Of IT and Infrastructure: Jamie Peltier Sales Competition The Sales Call Your Gartner CRM system and reports provides you with multiple "dead" or inactive accounts. InterTelcom has been in your accounts for the past 3 months. The notes and activity indicated that 5 different Acct. Mgrs. over the past 20 years have owned and each made at least 5 attempts (unsuccessful) to gain an appointment with a decision maker. During your weekly research you found Shane Dolinski was recently hired as the Sr. VP of Info Tech. You sent an email to Shane and received a reply almost immediately. Shane directed you to Jamie who set this appointment via email. You have not spoken with anyone personally. Prospect Background Jamie Peltier: From LinkedIn (No picture) Results oriented technical leader with the proven ability to strategically lead Information Technology to meet core business values. Successfully orchestrated the rapid Covid emergency transition of over 2,000 company-wide users from existing limited remote access to an optimal and fully supported work from home business solution Experience Inter Telcom: Dir. of IT Infrastructure Jan 2021 - pres. Starwood Hotels & Resorts: Firewall Manager Sep 2018 Dec 2021 IntraSystems: Network Engineer Nov 2012 - Aug 2018 US Army: Military Police May 2006 - Oct 2012 Education Worcester Polytechnic Institute: Client/Server Technology Certificate Program Gartner Official Product Sponsor of