Scenario 12.4 Use the Following to Answer the Questions

question 120

Multiple Choice

Scenario 12.4
Use the following to answer the questions.
The BASF Chemical Company in Germany has developed a new rubberized coating. The product is used on cell phones and other hand-held electronic devices that give them protection from falls and scratches. BASF plans to market the product directly to businesses that manufacture the casings for these types of products. BASF currently uses a system of salespeople headquartered in Germany, while its primary business customers are in China.
-Refer to Scenario 12.4. If BASF were to price its products in barrels from the factory, before it is loaded on the carrier, this would be an example of pricing.

• A) buy-back allowance
• B) geographic
• C) F.O.B destination
• D) F.O.B. origin
• E) base-point

---

Definitions:

Proactively

describes taking initiative by acting in advance of a future situation, rather than just reacting, to achieve better results.

Impending Impasse

An approaching stalemate or deadlock situation where progress seems difficult or impossible.

Confrontation

A direct engagement or clash between parties over divergent interests, perspectives, or opinions.

Distorting Perceptions

The alteration of one's view or understanding of something in a way that deviates from the true or intended meaning.