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Question
A university is considering the purchase of a Web-based course delivery system due to increased demand for online courses and degrees. Since the school has not offered online courses before, what type of buying situation does this represent for the school?a. value engineering task
b. modified rebuy
c. straight rebuy
d. new buy
e. derived rebuy
Answer
This answer is hidden. It contains 65 characters.
Related questions
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a. lead qualification
b. lead generation
c. sales presentation
d. the close procedure
e. moving through the sales continuum
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Consultative selling:
a. uses limited sales planning
b. uses a "lone wolf" approach to selling
c. sells advice, assistance, and counsel rather than products
d. uses short-term follow-ups, which focus on product delivery
e. emphasizes closing the sale during the sales presentation
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All of the following statements characterize the traditional personal selling approach EXCEPT:
a. Traditional selling focuses on closing sales.
b. Traditional selling uses short-term follow-ups that focus on product delivery.
c. Traditional personal selling takes a team approach to the account.
d. Salespeople sell products not advice and assistance.
e. Proposals and presentations used emphasize pricing and product features.
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Relationship selling is also called:
a. long-term selling
b. win-win selling
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a. trade allowance
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b. free sample
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All of the following are types of inputs used in both materials requirement planning and distribution resource planning EXCEPT:
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b. lead times
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a. electronic data interchange (EDI)
b. distribution resource planning (DRP)
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_____ is the direct electronic transmission, from computer to computer, of standard business forms between two organizations. When this technique is used, orders can become virtually paperless, and information about the order is available to both firms.
a. Business prioritizing
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b. transportation
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a. Arm's Length
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