It's successful because, no matter how badly they do it, some people still take the view that they've got someone paying attention to them. Even those who don't believe it's true may want for it to be just enough to keep the conversation going.
Other times, it works because people will throw a lot of money at people if they think it will get them to go away, even if only for a few days.
Another possibility: in certain fields, it's to the advantage of the sales rep to project this feel because it projects vulnerability. In other words, it gives customers the impression that they're dealing with someone of whom they can take advantage. Not only that, it's someone that they can readily perceive as deserving to be exploited.
In such fields, it's also quite possible that they are being exploited by the more effective reps working above them. Even when they're deadweight, it pays to keep them around in a field that regularly culls weakest performers for the sake of it.
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momijizukamori
no subject
Date: 2009-06-10 09:00 pm (UTC)Other times, it works because people will throw a lot of money at people if they think it will get them to go away, even if only for a few days.
Another possibility: in certain fields, it's to the advantage of the sales rep to project this feel because it projects vulnerability. In other words, it gives customers the impression that they're dealing with someone of whom they can take advantage. Not only that, it's someone that they can readily perceive as deserving to be exploited.
In such fields, it's also quite possible that they are being exploited by the more effective reps working above them. Even when they're deadweight, it pays to keep them around in a field that regularly culls weakest performers for the sake of it.