Appointment setter
The person responsible for opening a conversation, establishing the reason to meet and arranging the next conversation with the appropriate owner.
Use this definition in team training or when clarifying a sales note.
Definition
An appointment setter handles the work before the sales meeting: reaching the right person, understanding enough of their question to route it and agreeing on a useful next conversation. The role can be inside the selling company or in an agency serving it.
The role is distinct from the closer’s responsibility for the meeting itself. A setter may propose a time, but it becomes a booked meeting only when the customer agrees to a specific arrangement. A tentative response belongs in the note as tentative.
Why it matters
Define the handoff by the context transferred, not just the calendar entry created. The receiver needs the customer’s question, what was promised and what remains uncertain. See setter-to-closer handoff for the transfer between the roles.