After Years of Selling in the Consumer Market,Dave Accepted a Job

question 7

Multiple Choice

After years of selling in the consumer market,Dave accepted a job as a salesperson for a firm that markets its products in the B2B market.As he considers his new responsibilities,it's likely that he will:

• A)find little difference between buyers in the consumer market and those in the business-to-business market.
• B)discover that decision making in the B2B requires salespeople to be little more than order takers.
• C)learn that industrial buyers generally require more personal service than buyers in the consumer market.
• D)find that B2B buyers tend to purchase more on impulse than consumer buyers.

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Definitions:

Specialized Systems

Custom or tailored technological systems designed to meet specific requirements or perform unique tasks in various industries or fields.

Needs Analysis

The process of determining and addressing the needs or gaps between current conditions and desired conditions or performances.

Culture

The shared values, beliefs, norms, and practices that characterize a group of people or an organization.

Demographics

Statistical data relating to the population and particular groups within it, often used for market research, policy-making, and understanding societal trends.