A sales report from a top salesperson points out that a major competitor has added a new,more expensive feature to one of its products and that several of his top customers have stopped buying their products as they lack in this new feature.Which stage of the purchase decision-making process does this situation most accurately represent?
A)Value analysis
B)Vendor analysis
C)Problem recognition
D)Purchase decision

Question

Quizplus · Accepted Answer

The situation described in the sales report represents the stage of problem recognition in the purchase decision-making process. The customers have identified a problem (lack of a new feature) with the competitor's product and have stopped buying it. This indicates that they have recognized the need for a product with that feature, which is the first stage in the purchase decision-making process. The salesperson can use this information to position their own product as a better alternative. Value analysis and vendor analysis are stages that come later in the process, while purchase decision is the final stage.

A Sales Report from a Top Salesperson Points Out That