Selling 9th Edition by Stephen Castleberry,John Tanner

Exercise 13

Evaluate the following objectives for a sales call:
a. Show and demonstrate the entire line of 10 squash racquets.
b. Find out more about competitors' offerings under consideration.
c. Make the buyer believe what I say.
d. Determine which service the prospect is currently using for furniture cleaning and how much it costs.
e. Have the buyer agree to hold our next meeting at a quieter location.
f. Get an order for 15 carpet cleanings.
g. Make the buyer not worry about the fact that our newspaper has been in business only two years.