If a Customer Makes Routine Purchase Decisions When Buying Products

question 33

Multiple Choice

If a customer makes routine purchase decisions when buying products from a salesperson,then it is especially important for the salesperson to:

• A) offer product financing.
• B) use product promotions.
• C) attempt a pre-trial close.
• D) keep the product in stock.
• E) provide competitive data.

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Definitions:

Incremental Overhead

The additional indirect costs incurred due to a change in business activities, such as an increase in production volume.

Income Taxes

Taxes levied by a government directly on income, especially an annual tax on personal or corporate earnings.

Sunk Costs

Sunk costs are expenses that have already been incurred and cannot be recovered.

Opportunity Costs

The forfeiture of possible benefits from different options when selecting one option over the others.