In a ________ Purchasing Situation, the Buyer Wants to Make

question 46

Multiple Choice

In a ________ purchasing situation, the buyer wants to make some change to existing product specifications, prices, delivery requirements, or other terms.

• A) new rebuy
• B) regular buy
• C) straight rebuy
• D) modified rebuy
• E) new task

Acknowledge the effect of service quality on customer expectation and salesperson success.

Understand the significance of account penetration and how it affects sales effectiveness.

Understand the continuous nature of the selling process and its consequences for relationship building with key accounts.

Recognize the significance of follow-up actions in the selling process.

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Definitions:

Competence And Autonomy

The ability of an individual to effectively perform tasks and make choices without external influence.

Extrinsic Motivation

Motivation driven by external rewards such as money, fame, grades, and praise.

Autonomy

The capacity to make an informed, uncoerced decision independently, often emphasized as an important aspect of personal development and psychological health.

Approach Motivation

The drive towards a positive stimulus or outcome, motivated by the desire for a reward or fulfilling experience.