TECAmerica, Inc. sells electronic scales used for weighing meats and vegetables and labeling the products for sale. A salesperson for TECAmerica calling on the headquarters of Kroger supermarkets has as his sales call objectives to meet the members of the buying center, to have his product brochures sent along to the appropriate geographic division managers for Kroger, and to be allowed to demonstrate the superiority of his company's scales. If he truly expects to achieve his objective of meeting the members of the buying center, then the others would be classified as _____ call objectives.

Question

Quizplus · Accepted Answer

The objectives of having product brochures sent along to the appropriate geographic division managers for Kroger and being allowed to demonstrate the superiority of TECAmerica's scales are secondary objectives because they are additional goals that are not essential for the salesperson to achieve his primary objective of meeting the members of the buying center at Kroger.