Gaining commitment should be a natural result if the salesperson has done a good job of uncovering needs, presenting appropriate solutions, and handling customer concerns.
Indicate whether the statement is true or false
Question 2
As a result of poor delivery performance by a supplier of high quality metal components, Jim Houser, purchasing agent at Milton Toy Company, plans to consider a possible change in suppliers. This provides an illustration of:
A) the backlash effect.
B) routinized problem solving.
C) a modified rebuy.
D) a straight rebuy.
E) selective perception.
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