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:

Optimal Pollution Control

The regulation of pollution to maximize social welfare by balancing the costs of pollution control against the benefits of reducing pollution.

Economists

Professionals who study how societies use scarce resources to produce valuable goods and services and distribute them among different people.

Positive Externalities

Benefits that are enjoyed by a third-party or the society at large as a result of an economic transaction, but these benefits are not reflected in the market price.

Resource Problem

The economic issue of having limited resources to satisfy unlimited wants and needs, necessitating choices and priorities in allocation.