Question

Why is it important for a salesperson to establish objectives for each sales call? What type of objective might be established.

Answer 1

A good customer value proposition will be a simple statement that clearly directs upcoming sales dialogues by explaining why a customer would be better off choosing the product of the salesperson and his or her firm. It should explain only the key benefits for the buyer and avoid listing all of the benefits; at the same time, it should be as specific as possible on tangible outcomes and relate any product or service dimensions that would add value to the buyer’s operations. Finally, the customer value proposition should promise only what can be consistently delivered, keeping in mind that appropriate guarantees can be added as the sales process moves along

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