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Question
AdVance Corporation is a company that formulates and manufactures fertilizers for the farming industry. The company produces several standardized formulas that can be purchased directly through the retail arms of the company, but it also formulates custom fertilizers for farms.A sales rep from AdVance spends several months with the buyer for a company that owns a dozen farms understanding the buyer's needs, and puts together a proposal for several fertilizers produced for the company's specific needs. When the sale is about to close, the buyer decides to purchase a cheaper, pre-made, standardized formula from another supplier. What is the most likely explanation of the outcome of the interaction?
A) The salesperson saw the sale as a partnering relationship while the buyer saw it as a transactional sale.
B) The salesperson saw the sale as a transactional relationship while the buyer saw it as a partnering sale.
C) The salesperson and buyer did not get along personally, so the buyer did not buy from the salesperson on principle.
D) The salesperson did not understand the buyer's needs and proposed fertilizer formulas that weren't exactly right for the buyer.
E) The buyer never intended to purchase from AdVance.
Answer
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Related questions
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B) good performance is properly rewarded
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