Hugh sells copying equipment to colleges and universities. He competes with Xerox, Canon, and similar firms. Hugh's sales manager requires him to make an appointment when he calls on a prospect for the first time. As a result of following this instruction, Hugh can expect all of the following to happen EXCEPT:
A)an increase in his chances of talking to the right person
B)an order on his first sales call
C)added dignity to his job as a salesperson
D)make the salesperson an equal participant in the sales interview
E)an increased potential of having adequate uninterrupted time with the prospect

Question

Quizplus · Accepted Answer

While making an appointment before calling on a prospect can increase a salesperson's chances of talking to the right person, add dignity to their job, make them an equal participant in the sales interview, and increase their potential for adequate uninterrupted time with the prospect, it does not guarantee an order on the first sales call. Sales typically require multiple interactions and building a relationship with the prospect before an order is placed.

Hugh Sells Copying Equipment to Colleges and Universities