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 20%. However, the customer has heard
this claim before and believes there is only a 40% chance of
actually realizing that cost reduction and a 60% chance of
realizing no...