The Need for Risk Reduction Is One of the Factors

question 17

Multiple Choice

The need for risk reduction is one of the factors affecting the individual making the organizational buying decision. What can a salesperson do to help reduce the risk?

• A)Turn a straight rebuy situation into a modified rebuy situation.
• B)Provide the buyer with product information from independent sources not connected with the company for which the salesperson works.
• C)Send the buyer the complete portfolio of all collateral sales materials.
• D)Make the buyer understand that every buy should be a new-task buy situation.
• E)Persuade the buyer to not perform vendor analyses.

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Definitions:

Curiosity

An intense eagerness to acquire knowledge or information.

Exploration

The act of searching, investigating, or traveling through new areas to learn about them.

Manipulation

The act of controlling or influencing someone or something to one's advantage, often in a deceptive or unfair manner.

Sexual Response Cycle

The sequence of physical and emotional phases that occur during sexual activity, including arousal, plateau, orgasm, and resolution.