How do you do pre and post sales call analysis?Do you think it is important to have the list of possible questions ready that the customer might ask?

it really depends on your experience. but analyses is important.

we are blessed that we are living in the world where getting information is too easy. We should always make proper preparation for the sales call, should have adequate knowledge about the organization, about the person we are going to meet. Through linked in, other social media we can have an idea about his thoughts, try to know about his priorities and act accordingly. 

Post sales call analysis is equally important. It gives you lessons to address your improvement areas before next sales call.