Tom,an experienced salesperson for road construction equipment,has been hired as the sales representative for Caterpillar Tractor Corporation in the state of Ohio.Tom is aware that his company makes products of high quality but is fairly new in the market.Which of the following objectives for Tom's first sales call on Faulkner Paving,a key prospect,meets the criteria of being realistic?

Question

Quizplus · Accepted Answer

Given Tom's situation and the fact that Caterpillar is fairly new in the market, setting an objective to get an appointment for a second call is realistic. It allows for building a relationship and providing more detailed information in subsequent meetings. Convincing a new prospect to make a significant purchase or commitment on the first call is generally unrealistic, especially in industries with high-value products and long sales cycles.

Tom,an Experienced Salesperson for Road Construction Equipment,has Been Hired as the Sales