Victor is calling on Meridian Cabinet Works.His goal is to close the deal for a customized profile sander valued at about $3,500.He would be willing to accept a purchase of one his firm's ready-made sanders,which cost about $2,000.Victor would try to convince the owner of Meridian to use the sander and to provide his company with a testimonial because this would help him approach other local wood workers.For Victor,the sale of the custom-built profile sander is his _____.

Question

Quizplus · Accepted Answer

The primary call objective refers to the main goal or purpose of the sales call, which, in this case, is to close the deal for the customized profile sander valued at about $3,500. This objective takes priority over secondary targets, minimum call objectives, sales quotas, or customer value propositions. Victor's willingness to accept a purchase of one of his firm's ready-made sanders is a secondary target that he may use to convince the owner of Meridian to make a purchase. The customer value proposition refers to the value that Victor's product or service provides to the customer, which he may highlight during the sales call. The sales quota is a target that Victor may need to meet in terms of sales performance, but it is not the main focus of this call.

Victor Is Calling on Meridian Cabinet Works