A Sales Rep from AdVance Spends Several Months with the Buyer

question 42

Multiple Choice

A sales rep from AdVance spends several months with the buyer for a company that owns a dozen farms understanding the buyer's needs,and puts together a proposal for several fertilizers produced for the company's specific needs. When the sale is about to close,the buyer decides to purchase a cheaper,pre-made,standardized formula from another supplier. What is the most likely explanation of the outcome of the interaction?

• A)The salesperson saw the sale as a partnering relationship while the buyer saw it as a transactional sale.
• B)The salesperson saw the sale as a transactional relationship while the buyer saw it as a partnering sale.
• C)The salesperson and buyer did not get along personally,so the buyer did not buy from the salesperson on principle.
• D)The salesperson did not understand the buyer's needs and proposed fertilizer formulas that weren't exactly right for the buyer.
• E)The buyer never intended to purchase from AdVance.

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Definitions:

Average Cost Per Unit

The total cost of production divided by the total number of units produced, providing a cost measure per single unit.

Inventory

The goods and materials a business holds for the ultimate goal of resale or production.

Units

A basic measure or quantity of product one of something, often used in the context of production, sales, or inventory.

Inventory Cost Flow

A method used to value and manage inventory, determining the cost of goods sold and ending inventory.