As the first step in setting sales call objectives,a salesperson should:
A) review the steps of the selling process.
B) review the customer's marketing goals.
C) determine his or her progress toward meeting the sales targets.
D) review what has been learned from the precall information gathered.
E) review the available inventory in his or her own company.

Question

Quizplus · Accepted Answer

Reviewing the information gathered in the precall stage is important to set objectives and establish a clear understanding of the customer's wants and needs. It helps the salesperson to personalize the call according to the customer's requirements and also to anticipate potential objections. Reviewing the steps of the selling process, the customer's marketing goals, the sales targets, and the inventory are important steps but they come after the precall analysis.

As the First Step in Setting Sales Call Objectives,a Salesperson