What Is the Biggest Challenge for a Salesperson Trying to Gain

question 36

Multiple Choice

What is the biggest challenge for a salesperson trying to gain business from a customer who considers a specific purchase a straight rebuy decision situation from another supplier?

• A) convincing the buyer that a gap exists between his or her actual and desired state
• B) repositioning the buying decision to include more attributes
• C) changing the importance weights attached to product attributes
• D) using competitive depositioning to open up the contract for rebidding

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Definitions:

Unfavorable Variances

Situations where actual costs are higher than planned or budgeted costs, or actual revenue is lower than expected.

Management By Exception

A management strategy where only significant deviations from planned results are brought to the attention of management, focusing efforts on areas that are not performing as expected.

Standard Costs

Preset costs established for the manufacture of a product, including direct materials, direct labor, and overhead expenses, against which actual costs are compared.

Fixed Overhead Cost Variance

The difference between the budgeted fixed overhead costs and the actual fixed overhead incurred.