Kaygo Tires, Inc. designs and manufactures tires for the trucking industry. Their products include tires for semi-cabs as well as trailers of various sizes and weight limits. Tyler, a sales representative for Kaygo, is meeting with a trucking company that delivers primarily lumber and other supplies to home improvement and construction retailers.
-By creating a spreadsheet that will allow the buyer to enter current fuel costs and see recalculations of fuel costs that would occur from using Kaygo tires,the sales representative is creating:
A)an airtight argument against other tire vendors
B)a way to involve the buyer in the presentation
C)a program that should be created by the IT department
D)an experience so elementary that it will patronize the buyer
E)an ROI statement the buyer can take as a guarantee of savings

Question

Quizplus · Accepted Answer

By creating a spreadsheet that allows the buyer to enter current fuel costs and see recalculations of fuel costs that would occur from using Kaygo tires, the sales representative is involving the buyer in the presentation and addressing a specific concern of the buyer (fuel costs). This helps to build a stronger case for Kaygo tires without patronizing the buyer or making an airtight argument against other vendors. Also, the sales representative can use this spreadsheet to provide an ROI statement that the buyer can take as a guarantee of savings. However, it is not mentioned whether this program was created by the IT department or not.