For each of the following state whether or not it is a good

For each of the following, state whether or not it is a good or bad sales call objective and why.

1. You’re making a call to follow up on a lead from a trade show. Your call objective is to remind the customer about your new line of desk accessories.

2. You’re making a final presentation after months of client meetings. Your call objective is to get the client to sign a purchase order which will make you their sole source supplier.

3. You’re meeting with the purchasing committee and your call objective is to make a presentation about your company and the two product lines that will meet the needs identified during earlier meetings.

4. You’ve had Acme paperweights as a customer for many years. As a matter of fact, they’re your top customer for your premium resin. You’re going to call the manufacturing manager and your call objective is to have the manager introduce you to the new purchasing manager.

5. You’re following up on a referral from your networking club. Your call objective is to introduce yourself and get the referral to agree to a date and time for an appointment.

6. You work for a weight loss center and you’re meeting with a client who has just reached his goal weight. You’re call objective is to point out the benefits of signing up for lifetime membership.

7. Your company is hosting a free seminar on technology in the next decade. Your objective is to let the prospect know the date, time, and place.

Solution

Ans 1 – It is a good sales call objective, as you are following on a potential customer.

Ans 2 – It is a bad sales call objective, as your objective should not be of acquiring the client but to impress them.

Ans 3 – It is a good sales call objective as the presentation will make the purchasing committee aware of the company and it’s potential.

Ans 4 – It is a bad sales call objective as you are using the influence technique which is many times regarded as negative.

Ans 5 – It is a good sales call objective as prior permission to meeting a potential client or customer is the proper way of acquiring the client.

Ans 6 – It is a good sales call objective as the client has just reached his desired weight by using the services of the center, now signing up for a lifetime membership would be beneficial for him as he has to maintain the weight he has reached.

Ans 7 – It is a good sales call objective as it will ensure that the prospect reaches the venue without any hassles.