Salespersons Often Try to Quantify the Benefit or Value of Their

question 83

Multiple Choice

Salespersons often try to quantify the benefit or value of their product to the prospect. Which of the following statements is often true when dealing with business buyers?

• A) business buyers tend to have backgrounds in accounting
• B) business buyers see quantified benefits/value as an implied guarantee
• C) business buyers tend to be bottom-line focused
• D) business buyers find it easier to re-sell products with higher margins
• E) none of these choices are correct

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Definitions:

Agent

A person authorized to act on behalf of another, known as the principal, in business transactions or legal matters.

Principal

The main party to a transaction or contract who has authorized another party (agent) to act on their behalf.

Duty Of Obedience

The requirement for directors, officers, and agents of a corporation to act within the scope of their authority and in the best interest of the corporation.

Unauthorized Contract

A contract made by a person who lacks the authority to do so, potentially making it unenforceable against the presumed principal.