For B2B salespeople, usually the easiest sale is a(n)________ situation.

Question

BlackTom AI · Accepted Answer

When considering B2B purchasing contexts, the structure of the purchase decision strongly influences how easy a sale will be.
Option 1: modified rebuy. This involves buying a similar product but with some changes or updates. It typically requires some evaluation, supplier interaction, and perhaps a few negotiations, so it is not as effortless as a straight rebuy.
Option 2: new buy. This is the most challenging scenario for a salesperson because the buyer is acquiring a product or service for the first time. It demands extensive information, risk assessment, and multiple decision-makers, making the sale comparatively difficult.
Option 3: generic buy. In B2B contexts, a generic (non-branded or non-differentiated) purchase can reduce some friction, but it still requires ensuring compatibility, standards alignment, and supplier reliability. It is not inherently the easiest, as there is still risk and evaluation involved.
Option 4: adapted buy. This involves modifying a familiar product to meet specific needs, which requires some specification work and coordination with the supplier. It is more complex than a straight rebuy and thus not the easiest.
Option 5: straight rebuy. This is the routine, habitual purchase of the same product or service without changes. Orders are typically from established vendors, with little to no new information needed, making the sale the simplest and fastest for the buyer and the seller alike.

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For B2B salespeople, usually the easiest sale is a(n)________ situation.

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