Author Question: Even though salespeople rarely are responsible for installation, why might it be helpful for ... (Read 78 times)

burton19126 · **on:** Jun 28, 2018

Even though salespeople rarely are responsible for installation, why might it be helpful for salespeople to be present when their products are being installed?
a. This allows the salesperson the opportunity to sell the customer additional products.
b. Installation teams usually do not possess the same relational skills that salespeople do.
c. The salesperson may have to cover up installation or order processing mistakes.
d. The salesperson can immediately answer questions or concerns the buyer may have as a result of installation.
e. Both b and d are correct.

Question 2

Buying decisions that are somewhat important to the firm and involve a moderate amount of analysis are:
A) casual purchases.
B) routine low priority purchases.
C) straight rebuy purchases.
D) extensive problem-solving purchases.