Although Quality and Delivery Can Be Incorporated into the Process

question 9

Multiple Choice

Although quality and delivery can be incorporated into the process, the reverse auction's real impact is on _________.

• A) price
• B) lead times
• C) production
• D) profits

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Definitions:

Needs

Needs are essential requirements or desires that drive individuals to take actions or make decisions in pursuit of satisfaction or fulfillment.

Wants

Needs that are learned by a person.

Need Arousal

A situation in which a salesperson triggers a psychological, social, or economic need in the buyer.

Information Evaluation

A process that determines what will be purchased as the buyer matches this information with needs, attitudes, and beliefs in making a decision.