Final answer:
To frame a realistic objective for a sales call, salespeople should understand the prospect's needs and goals.
Step-by-step explanation:
When making a sales call, it is important for salespeople to have a clear objective in mind. Closing the sale and making a sale no matter what (option B) may not always be realistic or in the best interest of the prospect. Salespeople should focus on understanding the prospect's needs and goals (option A) to ensure that they can offer a solution that is relevant and valuable to the prospect. This approach increases the chances of a successful sale and strengthens the relationship between the salesperson and the prospect.
Asking too many questions and focusing only on the sales pitch (option C) may come off as pushy and insensitive to the prospect's needs. It is important to strike a balance between asking relevant questions to gather information and actively listening to the prospect's responses.
Finally, keeping the call as short as possible to save time (option D) may overlook the opportunity to build a relationship and address the prospect's concerns adequately. Sales calls should be focused on providing value and addressing the prospect's needs, rather than rushing through the conversation.
In summary, understanding the prospect's needs and goals is crucial for framing a realistic objective in a sales call. It allows salespeople to tailor their approach, build trust, and increase the chances of a successful sale.