The time and effort in prospecting-qualifying

Reference no: EM131050433

There are many reasons why sales are not completed; sometimes it is due to variables beyond the control of the salesperson, but often it's due to a failure to gain commitment. Why--after investing all the time and effort in prospecting, qualifying, and making the presentation--would a salesperson not attempt to gain commitment from the buyer?

Directions:

In a well crafted 1.5 page paper (not including the cover page and reference section), analyze and respond to this dilemma: What are some reasons why salespeople fail to gain commitment?
Demonstrate your knowledge of the material covered in this module and the week's readings.
Support your answers with citations from the textbook or relevant scholarly journal articles. Make sure you follow APA style on those in-text citations and reference section!
Your paper should follow APA style. You are partly graded on the quality of your writing, so make sure you employ to excellent writing mechanics. Be sure you create a well structured paper that flows logically and smoothly.

Reference no: EM131050433

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