​Brian Is a Salesperson for a Payroll Processing Company

question 44

Multiple Choice

​Brian is a salesperson for a payroll processing company.He has found that a few of his prospects raise objections even when it is clear that the solution he is presenting will work and is worth the price.The prospects feel comfortable with their current payroll processing systems,and are hesitant to adopt the new technique proposed by Brian.In this scenario,which of the following is most likely a reason the prospects raise objections?

• A)​The prospects want to avoid the sales interview.
• B)The prospects fail to recognize a need.
• C)​The prospects lack information.
• D)​The prospects resist change.
• E)​The prospects believe the price is too high.

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Definitions:

Nineteenth-Century

Relating to the period from 1801 to 1900, marked by significant industrial, cultural, and political changes worldwide.

Socially Constructed

Refers to ideas or meanings that are developed through interactions within a society.

Group Norms

Informal guidelines and shared expectations that regulate the behavior of group members.

Behaviourist Theories

Psychological concepts focusing on observable behaviors, emphasizing the role of external stimuli in shaping behavior.