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:

Unselfish Devotion

A commitment or dedication to the welfare of others without expecting any reward or benefits in return.

Environmental Protection

Efforts and policies aimed at preserving the natural environment from degradation and pollution.

Pollution Control

Strategies and measures implemented to reduce or eliminate the emission of pollutants into the environment.

Threatened Regulation

When businesses or industries adjust their practices in anticipation of potential government regulations that could impact their operations.