A Sales Rep from AdVance Spends Several Months with the Buyer

question 42

Multiple Choice

A sales rep from AdVance spends several months with the buyer for a company that owns a dozen farms understanding the buyer's needs,and puts together a proposal for several fertilizers produced for the company's specific needs. When the sale is about to close,the buyer decides to purchase a cheaper,pre-made,standardized formula from another supplier. What is the most likely explanation of the outcome of the interaction?

• A)The salesperson saw the sale as a partnering relationship while the buyer saw it as a transactional sale.
• B)The salesperson saw the sale as a transactional relationship while the buyer saw it as a partnering sale.
• C)The salesperson and buyer did not get along personally,so the buyer did not buy from the salesperson on principle.
• D)The salesperson did not understand the buyer's needs and proposed fertilizer formulas that weren't exactly right for the buyer.
• E)The buyer never intended to purchase from AdVance.

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Definitions:

Instrumental Role

The position of the family member who provides material support; often an authority figure.

Social Learning

The process of learning behaviors and meanings through social interaction.

Alfred Kinsey

An American biologist and sexologist who founded the Institute for Sex Research at Indiana University.

Heterosexual

A sexual orientation characterized by romantic or sexual attraction between people of the opposite sex.