Smallbiz Bookstore Msg. Marketing Insurance Surveys Small Biz. Starting Out Sales Mgt. Top-notch call reports can help youmake the grade.
Call reports share the same basic format regardless of industry.
For example,they should include the prospect's name, address, business, buyer's name,assistant buyer's name, personal assistants and so on. If relevant, the reportshould also note the buyer's habits. Perhaps one cares more about delivery thanafter-sales service, while another won't see salespeople before 11 a.m. Allthis is critical information to help your sales force get through to clients,especially if more than one rep handles each account. Effective call reports contain key demographic information, including the timeof year the customer usually makes purchases, prior purchases made, othersuppliers used, the method of payment, and interest shown in other products.