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 2- to 3-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?
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