A Sales Representative Is Selling a Product That Is Superior

question 35

Multiple Choice

A sales representative is selling a product that is superior to the product the prospect currently buys.If the prospect has a patronage buying motive,the sales representative has almost no chance of making the sale unless:

• A)she can prove that her product is substantively better than the product the prospect currently buys
• B)she can become personal friends with the prospect
• C)she can continue to contact the prospect through an extra-long buying cycle
• D)she can convince the prospect that her company is superior to the company that makes the product the prospect currently buys
• E)she can explain the benefits of the product in a way that makes them resonate emotionally with the prospect

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Definitions:

Witness Testimony

Evidence provided by a person who has direct knowledge of an event or fact, given either orally or in writing.

Legal Documents

Official papers that record agreements, rights, obligations, or court communications, crucial for legal processes and transactions.

Nontraditional Places

Locations or venues not commonly associated with typical activities or purposes, often mentioned in the context of unconventional business models or practices.

Restaurants

Establishments specifically designed and equipped to prepare, sell, and serve food and beverages to customers.