Selling: Building Partnerships 7th Edition by Barton Weitz,Stephen Castleberry ,John Tanner

Exercise 15

Some people feel obligated to provide a salesperson with at least one referral when a salesperson uses the endless-chain method of prospecting, even though they don't really want to do so. Why Because they want to be polite. What are the ethical implications of this for the salesperson asking for the referrals What would you do if you sensed though nonverbal cues that someone was hesitant to offer any names