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Question
Which of the following statements about buying centers is true?a. The most efficient buying centers have no more than five members.
b. No one individual should assume more than two buying center roles.
c. Buying centers are clearly labeled on all organizational charts.
d. Complex purchase situations usually have fewer people involved in the buying center than less complex purchases.
e. Membership and influence in a buying center vary from company to company.
Answer
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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
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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
c. consultative selling
d. experiential selling
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a. trade allowance
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c. Sweepstakes are promotions that require participants to exhibit some skill.
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b. lead times
c. mode of transportation to be used
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a. electronic data interchange (EDI)
b. distribution resource planning (DRP)
c. third party logistics firm (3PL)
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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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a. production scheduling
b. transportation
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a. Arm's Length
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c. exclusive
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b. conventional channel
c. vertical marketing system
d. reciprocal channel
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a. Disintermediation
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a. Marketing facilitators
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e. Channel functionaries
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a. install exchange barriers such as location, time, and quantity
b. create specialization of labor
c. create economies of scale
d. take title to the products they sell
e. raise profit margins for independent middlemen
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a. forward integration
b. contact efficiency
c. elimination of temporal discrepancies
d. sorting
e. reciprocity
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a. creation
b. temporal
c. assortment
d. spatial
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