Tim is a salesperson in a firm that offers logistics services. Although he knows that prospecting is an integral part of the sales profession, he tends to avoid it. Which of the following is most likely the reason Tim avoids prospecting?
A) He fears that he will have to face rejection.
B) He knows that prospecting is not as important as making the actual sales presentation.
C) He does not have to fulfill a sales quota.
D) He fears that buyers will ask him questions that he cannot answer during sales dialogue.
E) He believes that buyers are always well-informed and do not need his help.

Question

Quizplus · Accepted Answer

Tim likely avoids prospecting because he fears rejection, which is a common reason salespeople hesitate to engage in prospecting activities.

Tim Is a Salesperson in a Firm That Offers Logistics