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 fear of rejection is a common reason why salespeople resist prospecting. They may prefer to stick with established accounts where they feel comfortable and have built relationships. However, this mindset can limit growth potential and prevent the salesperson from discovering new business opportunities. It's important for salespeople like Steve to overcome their fear of rejection and recognize the value in prospecting to expand their customer base.

Steve Is a Salesperson for XYZ Corporation