Simon Is a Salesperson for XYZ Corporation

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.