Question

Andrew, a sales representative for AirCon, has to call on the owner of a chain of automobile showrooms to sell his company's new line of air conditioners. His primary objective for the first sales call is to crack an exclusive deal with the owner. This would enable him to install his company's air conditioners across all the showrooms his prospect has. Which of the following is a drawback of this primary call objective?

A) Limited Information: Andrew may not have gathered enough information about the owner's needs and preferences, which can lead to an ineffective sales pitch.
B) Competitive Pressure: Focusing on exclusivity right from the first call might put unnecessary pressure on the owner and make the negotiation process more difficult.
C) Overlooking Smaller Opportunities: By fixating on a single large deal, Andrew might miss out on smaller sales opportunities within the chain of showrooms.
D) Risk of Rejection: Pushing for an exclusive deal too early may lead to a higher likelihood of rejection, potentially damaging the relationship with the prospect.

Answer 1

The drawback of Andrew's primary objective is limited information, competitive pressure, overlooking smaller opportunities, and the risk of rejection.

Step-by-step explanation:

The drawback of Andrew's primary objective to crack an exclusive deal with the owner of the automobile showrooms during his first sales call is that it can lead to limited information about the owner's needs and preferences, resulting in an ineffective sales pitch. The drawback of Andrew's primary objective is limited information, competitive pressure, overlooking smaller opportunities, and the risk of rejection.

By fixating on a single large deal, Andrew might also overlook smaller sales opportunities within the chain of showrooms. Moreover, pushing for an exclusive deal too early may increase the risk of rejection and potentially damage the relationship with the prospect.