Which of the following is a realistic sales call objective for a first call regarding a product that would require a large capital investment?
A) To secure an order
B) To send the prospect a brochure that lists the products of the selling firm
C) To get the prospect to identify all the other members of the firm who play key roles in the firm's decision-making process
D) To get the prospect to change over to the new product being offered
E) All of these

Question

Quizplus · Accepted Answer

When dealing with products that require large capital investments, it is unlikely to secure an order on a first call. Instead, the objective should be to gather information and identify key decision-makers within the prospect's organization. Option B is not effective as sending a brochure would not generate any immediate action from the prospect. Option D is also unrealistic for a first call, as it takes time for prospects to evaluate and consider switching to a new product.

Which of the Following Is a Realistic Sales Call Objective