Brian is a salesperson for a payroll processing company. He has found that a few of his prospects raise objections even when it is clear that the solution he is presenting will work and is worth the price. The prospects feel comfortable with their current payroll processing systems, andare hesitant to adopt the new technique proposed by Brian. In this scenario, which of the following is most likely a reason the prospects raise objections?a.The prospects lack information.b.The prospects fail to recognize a need.c.The prospects resist change.d.The prospects want to avoid the sales interview.

It is in this changing scenario that the the management shall be adaptive to change. It shall not resist to change. As for the growth of a company the company shall adapt to change required in order with the changing scenario of environment.

In the given case, Brian the salesperson has a good scheme of operating and that he has the knowledge of practical scenario about what a company needs to change and now apply for better performance.

But still the company do not accept the policy as it resists for change and also the policy is beneficial but its mere application might cost the company a lot, and the management might be lazy and also have shortage of funds.