When Working with a Buyer Concerned with Finding a Copier

question 53

Multiple Choice

When working with a buyer concerned with finding a copier possessing superior quality and durability, price is probably ____.

• A) an import consideration
• B) not a feature the salesperson should address first
• C) a cause for concern by the salesperson
• D) a major buying motive
• E) All of the above

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Definitions:

Status Quo

Status Quo refers to the existing state of affairs or conditions, particularly in a social, political, or organizational context, often resistant to change.

Kurt Lewin

A prominent psychologist known for his pioneering work in social, organizational, and applied psychology, including the development of force field analysis and change theory.

Force Field Analysis

A tool developed by Kurt Lewin, used to analyze the forces for and against a change, helping in the identification of factors that could be strengthened or reduced to support the achievement of a goal.

Force Field Model

A framework proposed by Kurt Lewin to analyze the factors (forces) that influence the change process, with forces aiding change termed as driving forces and those opposing as restraining forces.