This should be a detailed summary of what happened coupled with a fairly detailed analysis of why it happened. Try to organize this action chronologically. You may have to ask for this. As your paper is graded for content, this checklist will be used to assure that each of these topics have been included. Of course, not every sales call progresses formally through all five steps.
Some salespeople concentrate only on one step or a few facets of one step.
A salesperson may make five calls before rapport is established. He will attempt to establish rapport, meet his objective, and then close. Be sensitive to everything that happens. Often, the best sales calls are a mixture of all the steps. Sales is intuitive to a certain degree.