Brian Is a Salesperson for a Payroll Processing Company

question 92

Multiple Choice

Brian is a salesperson for a payroll processing company. He has found that some of his prospects raise objections even when it is clear that the solution he is presenting will work and is worth the price. He has realized that the prospects feel comfortable with their current payroll processing systems and are hesitant to adopt the technology 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 with Brian.
• B) The prospects fail to recognize a need.
• C) The prospects lack information.
• D) The prospects resist change.
• E) The prospects perceive Brian as untrustworthy.

---

Definitions:

Research

The systematic investigation into and study of materials and sources in order to establish facts and reach new conclusions.

Parkinson Disease

A neurodegenerative disorder characterized by motor symptoms such as tremors, stiffness, and bradykinesia due to the loss of dopamine-producing neurons.

Karl Lashley

An American psychologist and behaviorist well-known for his research on learning, memory, and the role of the brain in these processes.