Today you are calling on the founding CEO for Independent Bank. This young bank has been in business for about four years and only recently moved into its own building. While the bank started as an online bank, they quickly realized that they needed a more traditional outlet, too. You saw the new building open up and thought it would be a good idea to make a sales call. During your pre-call planning you found out that there were two managers with seven loan officers each. Each loan officer was assigned about 200 clients. After a brief telephone call with the CEO you were invited to come and make a short presentation about the merits of the NetSuites CRM system. Even though you do not know any of the customer specific needs you decided that you were going to do a product presentation with the objective of getting the CEO to agree a second meeting with the CEO and the two managers to determine the specific needs (needs analysis) for Independent Bank.

SALES CALL GOAL 1. Build rapport with the CEO.

2. Deliver a short introductory presentation about the NetSuites CRM system.

3. Address any concerns that are brought up by the CEO.

4. Advance the sales process by getting the CEO to agree to a second meeting which includes the two managers with the objective of doing a detailed needs analysis.