Research studies indicate that the referral approach is effective because:
A)customers don't want to take the time to really get to know sales reps.
B)customers know that the viewpoint of a third party is always accurate.
C)customers always respect the opinions of a third party.
D)customers will be far more impressed with your good points if they are presented by a third party rather than by you.
E)customers seldom trust a salesperson,but do trust a third party.

Question

Quizplus · Accepted Answer

Research studies have shown that customers are more likely to be impressed with the good points of a product or service if they are presented by a third party rather than by the salesperson. This is because customers often perceive salespeople as biased and motivated by their own interests, whereas third-party referrals are seen as more impartial and trustworthy. Thus, the referral approach can be effective in building trust and credibility with customers. None of the other options presented are supported by research or are relevant to the effectiveness of the referral approach.

Research Studies Indicate That the Referral Approach Is Effective Because