1.) You have been selling to your customer for three years and you are well acquainted with everyonewho is a part of the decision making process.However, when you enter the office today, the administrative assistant states that the person you normallyspeak with has transferred to the Seattle office.The new person you will be speaking with is Abby Phillip, the president's daughter-in-law, who recently received her MBA from Howard University.

2.) You have been selling to your customer for three years and you are well acquainted witheveryonewho is a part of the decision making process.However, when you enter the office today, the administrative assistant states that the person younormallyspeak with has transferred to the Seattle office.The new person you will be speaking with is Abby Phillip, the president's daughter-in-law, who recently received her MBA from Howard University.

What would you use for an opening?

An opening is not the same as rapport.

You may not use the introduction or question openings.

3) You have finally been able to schedule and appointment with the manager of purchasing at the company to which you are trying to sell.As a new salesperson for your company,you are excited to demonstrate to your manager that you have good sales skills.Your manager would like to see the objectives you have set for the call.

You may not merely increase and decrease the amount that you hope to sell for the different objectives.As a matter of fact, since this is your first call on the company,you more than likely will not sell anything.

State the name of the callobjective then writeyour call objective using the format below (the name of the one type of call objective is provided for you;you must name the others):

Minimum________call objective_______________________________________________________________________________________________________________

__________________call objective_______________________________________________________________________________________________________________

__________________callobjective_______________________________________________________________________________________________________________