Which of the following is a realistic sales call objective for a first call regarding a product that would require a large capital investment?

Question

Quizplus · Accepted Answer

A large capital investment requires a more complex decision-making process involving multiple key decision makers. Therefore, the realistic sales call objective for a first call would be to get the prospect to identify all the other members of the firm who play key roles in the firm's decision-making process. This will help the salesperson build a relationship with all the decision makers and develop a customized solution for their needs. Option A is unrealistic as securing an order on the first call is unlikely. Option B is not a strong enough objective as sending a brochure does not move the sales process forward. Option D is also unrealistic as changing over to a new product requires more information and consideration from the prospect.

Which of the Following Is a Realistic Sales Call Objective