Simon Is a Salesperson for XYZ Corporation

question 18

Multiple Choice

Simon is a salesperson for XYZ Corporation. His territory includes 50 established accounts, which he calls on regularly. Although Simon is supposed to allocate some time to prospecting on a regular basis, he would rather call on his existing accounts. According to the textbook, why is Simon most likely to resist prospecting?

• A) He is afraid of rejection.
• B) He doesn't believe it's necessary.
• C) He would rather use his spare time for paperwork.
• D) His established accounts are too important to ignore.

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Definitions:

K.Warner Schaie

A psychologist known for his work on adult cognitive development, particularly the stages of cognitive change that adults undergo as they age.

Culturally Limited

A situation or condition where the applicability or relevance of something is confined or restricted to specific cultural contexts.

Cognitive Tasks

Activities or exercises designed to assess and measure mental processes such as memory, attention, perception, and problem-solving skills.

Piaget Overestimated

The argument that Jean Piaget, a Swiss psychologist known for his work on child development, overvalued the age at which certain cognitive abilities develop in children.