Why have salesmen customer for not yet existing product?

Potential customer

It happens all the time. Sales people come up with a potential customer for a not yet existing product.
Hence sales people promise abundant sales if only they would have this specific product. When the product is defined, created, designed, tested, produced and available for selling then they sell it once or twice.

Complete range of products

Although the company already provides a very complete range of products still sales people tend to find customers for non-existing products.
Somehow sales people manage to find potential customers or see a market demand for the product the company doesn’t carry or produce yet.

Reasons

Is this because:
– it is easier to sell imaginary products?
– selling the available products is hard to do
– the competition teases the customer with new or planned products
– the salesman doesn’t have customers so he invents (non-existing) demands
– it is easier to put the blame of missing sales at someone else

It is probably a mix of the different reasons but most companies are confronted with this issue.
Therefor it is very important for upper management and the sales manager to stipulate to sell only existing products in order not to waste time and money of sales, product management and R&D on non-existing products.

How often do your salesmen come up with potential customers for non-existing products ?

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