A Sales Representative Is Selling a Product That Is Superior

Multiple Choice

A sales representative is selling a product that is superior to the product the prospect currently buys.If the prospect has a patronage buying motive,the sales representative has almost no chance of making the sale unless:

A) she can prove that her product is substantively better than the product the prospect currently buys
B) she can become personal friends with the prospect
C) she can continue to contact the prospect through an extra-long buying cycle
D) she can convince the prospect that her company is superior to the company that makes the product the prospect currently buys
E) she can explain the benefits of the product in a way that makes them resonate emotionally with the prospect