Jonah,a salesperson,hears of a lead and decides to pursue it.He determines getting acquainted with the client to be his call objective for the first sales call.As he reviews his notes after the sales call,he realizes that he does not have much information about the needs and the business potential of the lead despite having met most members of the buying center.Which of the following drawbacks of his call objective is most likely to explain this shortage of information faced by Jonah?

Question

Quizplus · Accepted Answer

Jonah's objective of getting acquainted with the client, while important for building rapport, lacks specificity and measurability. Without a measurable goal, it's difficult to assess whether the call was successful in gathering necessary information about the client's needs and business potential.

Jonah,a Salesperson,hears of a Lead and Decides to Pursue It