There are several things a salesperson should do before making an actual face-to-face presentation. Obviously, an appointment must be made with the prospect. Also, the salesperson must be qualified to make the sales call, meaning that they must have acquired the necessary product knowledge, are properly prepared to answer all industry-related questions, and possess a basic understanding of the customer’s needs. Effective time management is essential to achieve the maximum number of sales presentations each day.

Poor appointment setting habits can ruin a productive sales week. Appointment scheduling and general office work should not be performed during prime selling time. Broken appointments, however, create an opportunity to set appointments for the following week.

When setting appointments, always consider the characteristics of your territory to ensure you are able to make the most sales presentations possible in a day. Too much windshield time kills your earning potential. Remember, your goal should always be more sales presentations and less wasted time and energy.

Before you pick up the telephone, you should have in your possession the following information: the decision maker’s name, title (purchasing manager, traffic manager, material control manager, warehouse supervisor, etc), address, phone number, and information on how you obtained


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