After Years of Selling in the Consumer Market, Dave Accepted

question 252

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 market 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.

---

Definitions:

Birth Defects

Physical or biochemical abnormalities present from birth, which can result in mental or physical disabilities.

1960s

A decade marked by significant social, political, and cultural change, including movements for civil rights and the counterculture.

HIV

A virus known as Human Immunodeficiency Virus targets the immune system and may result in acquired immunodeficiency syndrome (AIDS) without treatment.

Bottle Feeding

The method of feeding babies with milk or formula from a bottle, as opposed to breastfeeding.