Once the Buyer Has a Complete Understanding of What He/she

question 30

True/False

Once the buyer has a complete understanding of what he/she is buying, a thorough price/cost analysis should be performed using the seller's cost data. The buyer cannot be an effective negotiator without the price analysis. The only reasonable way to reduce the price proposal is convincing the seller through data analysis. However, at times it is reasonable to ask for price reductions without a price/cost analysis.

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Definitions:

Unconscious Influence

The impact on behavior and decision-making by factors not consciously perceived by the individual.

Mental Representations

Mental representations are cognitive constructs that enable individuals to process and store information about the world, including images, words, and concepts, facilitating thought and understanding.

Exposure Treatments

Psychological treatments that involve the systematic exposure of a patient to a feared object or context without any danger, in order to overcome their anxiety.

Specific Anxieties

Fears or phobias that are focused on particular situations, objects, or activities.