The need for risk reduction is one of the factors affecting an individual making an 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

Question

Quizplus · Accepted Answer

Providing the buyer with product information from independent sources not connected with the company for which the salesperson works helps to reduce the perception of bias and increase the credibility of the information provided, thereby reducing the perceived risk for the buyer.

The Need for Risk Reduction Is One of the Factors