It’s no different than high school. You wanted to ask someone out that you had your eye on but were sure they would turn you down. There were lots of potential negative reasons: I’m not a sports star, I’m too tall, I’m too short, I don’t have a cool car, my family is not well off, and on and on. 

So you finally get up the courage, fumble through your date request and you are crushed when you get the negative answer you expected. 

With the negative thoughts the district manager (DM) planted in the new mobile’s head during the initial field training, they have pretty well set this newbie up for failure from the start.