Systematicness of the calling frequency
- System components of the calling frequency from the company's point of view

The following components are significant for the determination of the calling frequency through the sales management:

- The customer's turnover
- The customer's contribution margin
- The customer's future development
- Objectives for the customer
- Competitive situation of the customer
- The customer's expectations

This list could also continue on because the system components which determine the calling frequency are part of the entrepreneurial scope of decision-making.

Systematicness of the calling frequency
- Sales promotion

The systematicness is often determined by selling cycles. In one selling cycle at least the A- and B-customers have to be visited to inform them about the special promotional offers of this period. This works in the best possible way only if both the sales management and the sales representative place the highest value on the maintenance of systematicness.

Systematicness of the calling frequency
- Implementation

Systematicness only makes sense if it finds itself reflected in the daily calling sequence of the sales representative. Important reasons have to apply if the tour or the predetermined calling frequency are abandoned. Tour planning in accordance with the sunflower method allows extra calls without endangering the entire call system. Successful sales representatives implement the calling frequency and don't use fake excuses to leave the tour. They know that it is just the implementation of the calling systematicness which makes the planned sales become reality.

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