According to the Textbook, Why Do Salespeople Often Find It

question 22

Multiple Choice

According to the textbook, why do salespeople often find it difficult to allocate time for prospecting?

• A) They are too busy looking after existing clients.
• B) They see prospecting as an activity with a low probability of success.
• C) Most sales managers put a low priority on activities related to prospecting for new business.
• D) They fear the rejection that comes with prospecting for new business.

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Definitions:

Combined Book Value

The total value of a company's assets as recorded in its financial books, excluding intangible items and liabilities.

Partial Equity Method

An accounting technique used for investments, where the investment is recorded at cost and adjusted for the investor's share of the investee's income, losses, and dividends.

Excess Consideration

The amount paid over the fair value of net assets during an acquisition, often recorded as goodwill on the balance sheet.

Equipment Undervalued

A situation in which the book value of equipment is recorded at less than its fair market value.