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Steve is a salesperson for XYZ Corporation. His territory includes 50 established accounts which he calls on regularly.

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:


He is afraid of rejection

He'd rather use his spare time for paperwork.

He doesn't believe it's necessary

His established accounts are too important.

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