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:

Primary Skin Sensations

The four types of sensations that can be identified by the skin: touch, warmth, cold, and pain.

Receptive Fields

Specific areas within the sensory systems where sensory stimuli can produce a response in nerve cells.

Feature Detectors

Neurons in the brain that respond specifically to certain aspects of visual stimuli, such as edges, angles, or movement.

Cones

Photoreceptor cells in the retina of the eye responsible for color vision and function best in bright light.