Steve Is a Salesperson for XYZ Corporation

question 11

Multiple Choice

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.

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Definitions:

Substitutes

Products or services that can be used in place of each other, offering consumers choices in the marketplace.

Negative Relationship

A situation or condition in which an increase in one variable leads to a decrease in another variable.

Quantity Demanded

The total amount of goods or services that consumers are willing and able to purchase at a given price over a specific time period.

Demand Curve

The demand curve is a graphical representation showing the relationship between the price of a good and the quantity demanded by consumers, typically downward sloping.