Normally, a salesman has the difficulty of meeting his prospects who are strangers like business executives who are either not interested in his products or they are so busy that they cannot afford to spare time on his visit. The business executives wish to keep aware from sales force. In addition, they have number of subordinates to act as effective hurdles that come in the way of salesman. These subordinates may be receptionists, secretaries or assistants. That is why; the salesman is to plan very carefully his approach to gain an interview or appointment with his prospect. Getting an appointment or an interview is like jumping a pole vault:
Appointments dignify the salesman. Appointments get the sales process off to a good start by putting sales person and the prospect on the same level – equal participants in a legitimate sales interview. Appointments also increase the chances of seeing the right person and having uninterrupted time with the prospect.