Steve is a salesperson for XYZ Corporation. His territory includes 50 established accounts which he calls on regularly. Although Steve is supposed to allocate some time to prospecting, he'd rather call on his existing accounts. Like many salespeople in his position, Steve resists prospecting because:
A) he is afraid of rejection.
B) he doesn't believe it's necessary.
C) he'd rather use his spare time for paperwork.
D) his established accounts are too important.
E) he doesn't need any new accounts.

Question

Quizplus · Accepted Answer

Steve's resistance to prospecting is likely due to fear of rejection. This is a common reason why salespeople avoid prospecting and prefer to call on existing accounts.

Steve Is a Salesperson for XYZ Corporation