Simon is a salesperson for XYZ Corporation. His territory includes 50 established accounts, which he calls on regularly. Although Simon is supposed to allocate some time to prospecting on a regular basis, he would rather call on his existing accounts. According to the textbook, why is Simon most likely to resist prospecting?
A) He is afraid of rejection.
B) He doesn't believe it's necessary.
C) He would rather use his spare time for paperwork.
D) His established accounts are too important to ignore.
Correct Answer:
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Q1: Which statement provides the best rationale for
Q2: What is the term for an individual
Q4: With respect to the strategic prospecting process,
Q5: According to the textbook, how is the
Q6: What is the term for the prospecting
Q7: What is the process designed to identify,
Q8: Which statement best describes the basic purpose
Q9: What is the term for a summary
Q10: Which sales prospecting method involves calling on
Q11: Which statement provides the best rationale of
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