Ivan has been selling lawn service door-to-door for the past ten years. Recently, he took a new job selling industrial cleaning equipment to large factories and institutions where he was assigned a territory that contained 35 long-term accounts. Ivan is having trouble adjusting to his new role. What is the most likely source of his difficulty?

Question

Quizplus · Accepted Answer

Ivan is used to selling lawn service door-to-door, which is a short-term sales cycle without the need for long-term relationship building. However, his new job requires him to develop and maintain long-term relationships with 35 key accounts. This is a significant shift in his sales approach and requires a different set of skills and mindset. He needs to adjust to the new role and learn how to build trust with his customers. Option A is incorrect because having more free time may not necessarily be the issue. Option B is incorrect because it assumes that Ivan is not capable of handling technical aspects of the industrial equipment, whereas the question stem does not give such information. Option D is incorrect because not all customers in any industry are solely concerned about price and delivery terms.

Ivan Has Been Selling Lawn Service Door-To-Door for the Past