Question

SRC Refrigeration Company manufactures and sells refrigerator display units for flowers. A salesperson for the company is calling on a large supermarket chain attempting to interest them in SRC's new unit, which "bathes flowers in generous humidity and uniform air temperature." The salesperson has set as his sales call objective to replace all refrigeration units in the 235-store chain with SRC units. This sales call objective would be an example of a(n) _____ call objective

Answer 1

The sales call objective is an example of a replacement call objective, as the salesperson aims to replace the existing refrigeration units in the supermarket chain with SRC units.

Step-by-step explanation:

The sales call objective of the salesperson to replace all refrigeration units in the 235-store chain with SRC units is an example of a(n) replacement call objective. This means that the salesperson's goal is to replace the existing units with their own units.

By replacing the refrigeration units, SRC Refrigeration Company aims to provide the large supermarket chain with a product that offers specific features, such as generous humidity and uniform air temperature, which may be more beneficial for storing flowers. This demonstrates the salesperson's intention to persuade the supermarket chain to adopt their new product.

A replacement call objective focuses on convincing customers to replace their existing products with the salesperson's offering, thereby increasing sales for the company.

Answer 2

Optimistic Call Objective

Step-by-step explanation:

The salesperson has set as his sales call objective to replace all refrigeration units in the 235-store chain with SRC units. This sales call objective would be an example of a(n) Optimistic Call Objective.