The Need for Risk Reduction Is One of the Factors

question 40

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 and follow it up with a phone call
• D) Make the buyer understand that every buy should be a new-task buy situation
• E) Persuade the buyer to not perform vendor analysis

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Definitions:

Capital Balance

The amount of capital attributable to the owners or shareholders of a company, often reflected in the equity section of the balance sheet.

Net Income

The company's net income, calculated by subtracting all costs and taxes from its total earnings.

Original Capital Investment

The initial sum of money invested in a business venture, project, or asset, used to start or acquire the investment.

Salary Allowances

Additional benefits or compensations provided to employees on top of their regular salary, which may include housing, transport, or medical allowances.