Final answer:
The action described is known as product differentiation, where an agent accentuates the uniqueness of their offering to persuade a prospect, especially under conditions of imperfect information. Sellers can use detailed product information, testimonials, guarantees, and knowledgeable customer service to reassure potential buyers.
Step-by-step explanation:
The term used to describe the action of an agent convincing a prospect to buy from him by alleging another agent's insufficient knowledge is a form of product differentiation.
This strategy involves highlighting aspects that make a product or service appear unique or superior compared to the competition. In cases where buyers face imperfect information, sellers can employ various tactics to reassure them. They might provide comprehensive product descriptions, share customer testimonials, offer guarantees or warranties, and demonstrate product expertise and superior customer service to build trust with potential buyers.
very purchase decision is influenced by the consumer's perception of how well the good or service will meet their needs, and these perceptions are shaped by the available information, which may be incomplete or unclear. Product differentiation and reassurance strategies help to alleviate consumer uncertainty in such situations.