The Need for Risk Reduction Is One of the Factors

question 33

Multiple Choice

The need for risk reduction is one of the factors affecting an individual making an organizational buying decision.What can a salesperson do to help reduce the risk?

• A) Turn a straight rebuy situation into a modified rebuy situation
• B) Provide the buyer with product information from independent sources not connected with the company for which the salesperson works
• C) Send the buyer the complete portfolio of all collateral sales materials and follow it up with a phone call
• D) Make the buyer understand that every buy should be a new-task buy situation
• E) Persuade the buyer to not perform vendor analysis

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Definitions:

Self-reports

Methods in which individuals provide data or information about themselves, often used in surveys, questionnaires, and psychological tests.

Latent Content

The hidden psychological meaning behind dreams, symbols, or artworks, as proposed in psychoanalytic theory.

Manifest Content

The literal surface content in dreams, as opposed to the hidden psychological meaning (latent content) analyzed in psychodynamic theory.

Dream's Symbol

Objects, characters, or events in a dream that represent unconscious desires, thoughts, or aspects of the dreamer's life.