Compared to the B2C Process,the Information Search and Alternative Evaluation

question 5

Multiple Choice

Compared to the B2C process,the information search and alternative evaluation steps in the B2B process are

• A) decentralized.
• B) less focused on customer value creation.
• C) identical.
• D) more formal and structured.
• E) based on derived supply analysis.

Recognize the application and importance of break-even analysis in sales.

Identify different selling approaches and their application to sales strategy.

Explain the role of technology in enhancing salesperson time efficiency.

Comprehend the importance of relationship networking and the 80/20 principle in sales.

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Definitions:

Outside Options

Alternatives available to the parties involved in a negotiation or transaction if the current deal does not materialize.

Bargaining Power

The relative capacity of one party in a negotiation to influence the terms of an agreement.

Competing Restaurant

An eatery that operates in the same market segment and targets a similar customer base as another restaurant, thus being in direct competition.

Local Farmer

A farmer who cultivates land within a community, often focusing on selling produce directly to local consumers or markets.