In the personal selling process ______________ buyers will often not raise objections until the end of the negotiations when seemingly all major points were already finalized.

Question

Quizplus · Accepted Answer

In Chinese culture, it is perceived as disrespectful to openly disagree or argue with someone, especially if they hold a higher position or authority. Therefore, Chinese buyers may avoid raising objections early on in the negotiations to maintain a harmonious relationship with the salesperson. They may only bring up their concerns towards the end of the process, after building a rapport with the salesperson and feeling more comfortable expressing their opinions.

In the Personal Selling Process ______________ Buyers Will Often Not