The need for risk reduction is one of the factors affecting the individual making the 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.
D)Make the buyer understand that every buy should be a new-task buy situation.
E)Persuade the buyer to not perform vendor analyses.

Question

Quizplus · Accepted Answer

Providing the buyer with product information from independent sources not connected with the salesperson's company can help reduce the perception of risk. This demonstrates that the salesperson is not biased towards their own product and can increase the buyer's confidence in their decision-making process. Turning a straight rebuy situation into a modified rebuy situation or persuading the buyer to not perform vendor analyses may not necessarily reduce the perception of risk. Sending the complete portfolio of sales materials could be overwhelming and may not address the specific concerns of the buyer, resulting in a limited impact on risk reduction. Making the buyer understand that every buy should be a new-task buy situation may not be feasible or necessary in all cases.

The Need for Risk Reduction Is One of the Factors