A Company Makes Webconferencing Software with Features That Integrate Directly

question 14

Multiple Choice

A company makes webconferencing software with features that integrate directly into users' back-end systems such as iinventory,order processing,shipping,tracking,CRM,and tech support systems.Using this software,companies can hold internal meetings as well as giving sales presentations that allow them to check inventory in real-time and place customer orders during the presentation.Quite often,salepeople for the software company make sales presentation to prospects using their own software to show off its capabilities.
-What is the particular challenge the salesperson will face when presenting to a group of buyers,one of whom uses and made the original decision to purchase the product,and others who are not familiar with the webconferencing software?

• A)The salesperson needs to be able to show the new buyers why the software is working for their company when they may not know a history of how things were before they had it to really understand the benefits.
• B)The salesperson needs to be able to be extremely technical for the purchaser while using non-technical language for the new buyers.
• C)The salesperson needs to be able to raise the price for the software without offending the current purchaser,knowing that the new buyers will not object to the new pricing.
• D)The salesperson needs to be able to explain to the current purchaser why it is important to purchase the software again while not confusing the new buyers about the features of the software.
• E)The salesperson needs to be able to explain the software to the new buyers who may have never used it.

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Definitions:

Buying Behaviour

The decision-making process and actions of consumers regarding the search for, selection, purchase, use, and disposal of goods and services.

Identity Negotiation

The process through which individuals reach agreements within themselves about their personal identities or manage their identities in social contexts.

Expectancy Disconfirmation Model

A theory that suggests consumer satisfaction is determined by the disparity between expected and actual product performance.

Innate Quality

A natural, intrinsic characteristic or property of an individual or object.