Question

A salesperson for Otto Bock Orthopedic Industry is calling on an orthopedic hospital to sell his company's new computerized artificial limbs that can anticipate and regulate movement by the user. The salesperson's sales call objective is to sell 20 limbs after convincing the buyer that the limb is superior to all other prosthesis available in the market. The total amount involved in the deal is around $50,000. The salesperson has been given 15 minutes to make his sales presentation. What is wrong with this objective?

Answer 1

Solution:

We can deduce from the information that the deal is a high monetary value deal of $50,000. Hence, for an employee who is willing to seel 20 limbsof worth $50,000 on a mobile phone over a cold call in 15 minutes is outrageous. Sales does not happen in this manner and this is a classic example of putting up an unrealistic target or objective given the nature of the relationship between the client and the sales person, which is new. Hence, this objective is definitely not achievable on the first sales call to the client unless the situation is desperate for the client.

The sales person will ifrst have to interact with the dlient and know the requirement by the client for such produts with having to do the sales pitch. We can fix up a meeting and then make our sales pitch face to face so that it has a big impact and the objective can also be altered after understanding the demand from the client. Hence, this is the best way to handle the high ticket sales of products and hence one cannot hope to sell a predertermined number of products without knwoing the actual demand for the product.

Hence, this is what is very wrong with the objective stated above.