The Second Stage of the Buying Process Is to Determine

question 52

Multiple Choice

The second stage of the buying process is to determine the general characteristics of a solution to a particular problem or need. As a salesperson, you should want to assist the buyer as they move through this stage because:

• A) It is an opportunity to build trust.
• B) It will provide you with greater insight into the true needs of the buyer.
• C) It will provide you with greater insight into how to create a truly customized solution.
• D) It helps you to build a relationship with the customer.
• E) All the above.

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Definitions:

Marginal Decision Rule

A principle used in economics and decision-making that recommends comparing the additional benefits of a decision or action to its additional costs.

Downward Sloping

Characteristic of a graph indicating that as one variable increases, the other variable decreases, common in demand curves.

Demand

The quantity of a particular good or service that consumers are willing and able to purchase at various prices.

Demand Curve

A graph showing the relationship between the price of a good and the quantity demanded by consumers at those prices.