Final answer:
A professional buyer usually becomes skeptical when they feel they are being closed too early in the sales process. This skepticism can be mitigated by sellers through strategies such as detailed demonstrations and money-back guarantees, which help to compensate for any imperfect or unclear information the buyer may have. The correct answer is option C.
Step-by-step explanation:
When a professional buyer, such as a purchasing manager, senses that they are being asked to place an order early in the sales process, they usually become skeptical. This reaction is due to the perception that the sales process is being rushed, which can raise concerns about the seller's motives, the quality of the product or service, and whether the proposed solution truly meets their needs.
Moreover, because every purchase is based on a belief about the satisfaction that the good or service will provide, imperfect or unclear information amplifies the buyer's need for reassurance. To address these concerns, sellers might offer detailed product demonstrations, free trials, customer testimonials, or money-back guarantees. These strategies help alleviate the buyer's skepticism by providing more information and assurance about the potential satisfaction they will receive from the purchase.
Self-Check Question - Imperfect Information in Purchases:
- Buying apples at a roadside stand - Low degree of imperfect information
- Buying dinner at the neighborhood restaurant - Low degree of imperfect information
- Purchasing a used laptop at a garage sale carries a high risk of incomplete information
- Ordering flowers over the internet for a friend in a different city - High degree of imperfect information