A sales rep from AdVance spends several months with the buyer for a company that owns a dozen farms understanding the buyer's needs,and puts together a proposal for several fertilizers produced for the company's specific needs. When the sale is about to close,the buyer decides to purchase a cheaper,pre-made,standardized formula from another supplier. What is the most likely explanation of the outcome of the interaction?
A)The salesperson saw the sale as a partnering relationship while the buyer saw it as a transactional sale.
B)The salesperson saw the sale as a transactional relationship while the buyer saw it as a partnering sale.
C)The salesperson and buyer did not get along personally,so the buyer did not buy from the salesperson on principle.
D)The salesperson did not understand the buyer's needs and proposed fertilizer formulas that weren't exactly right for the buyer.
E)The buyer never intended to purchase from AdVance.

Question

Quizplus · Accepted Answer

The fact that the salesperson spent several months with the buyer and understood their needs suggests that they were trying to build a partnering relationship. However, the buyer's decision to go with a cheaper, standardized option suggests they saw the sale as a transactional one, focused solely on price. This mismatch of expectations likely led to the outcome.

A Sales Rep from AdVance Spends Several Months with the Buyer