Simone Is a Sales Representative for an Industrial Chemical Company

question 74

Multiple Choice

Simone is a sales representative for an industrial chemical company. Over the next few months, Simone plans to have some members of her organization's R&D department visit her customers to see how they use the products. Why is Simone doing this?

• A) She wants the people from the R&D department to handle any technical complaints that come up.
• B) She is making an effort to expand collaborative involvement between her company and her key accounts.
• C) She is trying to impress her customers by showing her organization's expertise in research and development.
• D) She is trying to build goodwill with her customers by showing that her organization cares.

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Definitions:

Anchoring

A cognitive bias that describes the human tendency to rely too heavily on the first piece of information offered when making decisions.

Time Inconsistency

The human tendency to systematically misjudge at the present time what will actually end up being desired at a future time.

Precommitments

Strategic decisions or investments made in advance to lock in certain behaviors, goals, or outcomes.

Time Inconsistency

A situation where a decision-maker's preferences change over time, often leading to a conflict between long-term goals and short-term gratification.