Soft selling occurs when a buyer is skeptical of the usefulness of a product and the seller offers to set a price that d

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Soft Selling Occurs When A Buyer Is Skeptical Of The Usefulness Of A Product And The Seller Offers To Set A Price That D 1 (39.63 KiB) Viewed 16 times

Soft selling occurs when a buyer is skeptical of the usefulness of a product and the seller offers to set a price that depends on realized value. For example, suppose a sales representative is trying to sell a company a new accounting system that will, with certainty, reduce costs by 10%. However, the customer has heard this claim before and believes there is only a 30% chance of actually realizing that cost reduction and a 70% chance of realizing no cost reduction. Assume the customer has an initial total cost of $800. According to the customer's beliefs, the expected value of the accounting system, or the expected reduction in cost, is $ Suppose the sales representative initially offers the accounting system to the customer for a price of $52.00. The information asymmetry stems from the fact that the than does the accounting system is At this price, the customer than the price. Instead of naming a price, suppose the sales representative offers to give the customer the product in exchange for 50% of the cost savings. If there is no reduction in cost for the customer, then the customer does not have to pay. O True has less information about the efficacy of the accounting system ▼ purchase the accounting system, since the expected value of the True or False: This pricing scheme worsens the problem of information asymmetry in this scenario. O False