Tim Is a Salesperson in a Firm That Offers Logistics

question 14

Multiple Choice

Tim is a salesperson in a firm that offers logistics services. Although he knows that prospecting is an integral part of the sales profession, he tends to avoid it. Which of the following is most likely the reason Tim avoids prospecting?

• A) He fears that he will have to face 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 fears that buyers will ask him questions that he cannot answer during sales dialogue.
• E) He believes that buyers are always well-informed and do not need his help.

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Definitions:

Missouri Compromise

An agreement passed in 1820 between the pro-slavery and anti-slavery factions in the United States Congress, involving the regulation of slavery in the western territories.

Federal Government

The national government of a federation, such as the United States, which holds the authority to govern a nation as a whole, distinct from state or local governments.

Slaves

People forced into servitude, deprived of personal freedom.

Harriet Tubman

An American abolitionist and political activist who escaped slavery and subsequently made some thirteen missions to rescue approximately seventy enslaved people using the network of antislavery activists and safe houses known as the Underground Railroad.