Steve Is a Salesperson for XYZ Corporation

question 110

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:

Market Segments

Subgroups within a larger market defined by their unique characteristics, needs, or behaviors, targeted with specific marketing strategies.

Neglected

Overlooked or given insufficient attention, often leading to a lack of care or maintenance.

Global Market

The international trading environment where businesses operate, sell, and compete across national boundaries.

Significant Amount

A quantity or figure that is large enough to be notable or have a considerable impact in a given context.