Question

Kenneth is a new salesperson in a firm. He collects all relevant data about his prospects, including their needs, buying behavior, and ability to buy. He thinks too much about these data points and never calls his prospects because he is never sure whether he has enough information to initiate a sales call. Kenneth is most likely experiencing the phenomenon known as:

Answer 1

analysis paralysis

Step-by-step explanation:

Analysis paralysis: The term "analysis paralysis" is also referred as "paralysis by analysis" and is described as a process in which an individual or a group of people tends to overthink or overanalyze a particular situation that can cause or leads to "forward motion" or the decision-making process becomes 'paralyzed' i.e, no course of action or solution is being decided upon.

In the question above, Kenneth is most likely experiencing the phenomenon known as 'analysis paralysis'.