Question

multiple choice question
why are salespeople particularly important in sales situations in which customers perceive the purchase as risky?
○ salespeople help to build customers trust in the firm and its products.
○ salespeople have psychological training that helps them re-focus potential customers away from their possible wo
○ salespeople are trained to use technical language and jargon to explain their products to potential buyers.
○ salespeople can often overcome objections by sweeping aside or discounting buyers objections.
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Explanation:

When customers see a purchase as risky, their core concern is uncertainty about the firm or product. Building trust directly addresses this risk by reducing doubt. The other options are incorrect: there is no standard psychological training to redirect risk concerns, technical jargon can increase confusion/risk, and dismissing objections does not resolve the underlying perceived risk.

Answer:

A. Salespeople help to build customers' trust in the firm and its products.