Steve is a salesperson in Walterbie Inc. Although Steve is supposed to allocate some time for prospecting, he prefers to focus on finishing sales with existing customers. In this scenario, which of the following is most likely the reason why Steve avoids prospecting?
A) He is afraid of 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 believes that buyers are always well-informed and do not need his help.
E) He knows that if he loses sales volume, he can quickly regain it without prospecting.

Question

Quizplus · Accepted Answer

Steve might avoid prospecting because it often involves reaching out to potential customers who might not be interested, leading to rejection. This fear of rejection is a common reason salespeople might prefer to work with existing customers, where the relationship is already established, and the likelihood of making a sale is higher.

Steve Is a Salesperson in Walterbie Inc