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:

Corporations

Legal entities that are separate from their owners, providing limited liability protection, and able to enter into contracts, sue, and be sued.

Shares

Units of ownership interest in a corporation or financial asset that provide for an equal distribution in any profits, if any are declared, in the form of dividends.

Directors

Directors are individuals elected by the shareholders of a corporation to oversee and direct the corporation's affairs and make significant business decisions.

Shareholder's Right

The entitlements and privileges, such as voting and profit sharing, accorded to individuals or entities owning shares in a corporation.