The Biggest Limitation of Using the Buyer Resolution Theory to Guide

question 10

Multiple Choice

The biggest limitation of using the buyer resolution theory to guide the sales process is:

• A)there is no way to know in advance which one of the five questions will be harder for the customer to answer
• B)the salesperson cannot always convince the buyer to answer the questions in the correct order
• C)buyer resolution theory only applies to transactional sales,so more complicated sales processes don't conform to the theory
• D)salespeople require too much training in buyer resolution theory to be able to use it with customers until they have been with their companies for several years
• E)it only helps customers decide to buy,it doesn't help them decide not to buy

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Definitions:

Transferable

The quality of an asset that allows it to be passed or conveyed from one entity to another.

Forfeiture

The loss of any right, property, or money, usually because of a breach of legal obligation or failure to fulfill some condition.

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A clause in a loan agreement that requires the borrower to fulfill certain financial conditions, aiming to protect the lender’s interests by monitoring the financial performance and health of the borrower.

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Generally Accepted Accounting Principles, a collection of commonly followed accounting rules and standards for financial reporting in the United States.