Since Buyers Are Trained as Purchasing Agents, They Have a More

question 91

Multiple Choice

Since buyers are trained as purchasing agents, they have a more professional and rational approach to purchasing. As a result, salespeople:

• A) are required to only focus on one buyer or buying team at a time.
• B) must possess increased levels of knowledge and expertise to help customers.
• C) avoid working with buyers who are unable to perceive the presence of a needs gap.
• D) need to prove their dependability to customers intermittently.
• E) must refrain from using interrelationships between the phases of the buying process and selling activities to interact with buyers.

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Definitions:

Variables

Characteristics of behavior or experience that can be measured or described by a numeric scale.

Hypothesis

A proposed explanation made on the basis of limited evidence as a starting point for further investigation.

Peer Review

The evaluation of work by one or more people of similar competence to the producers of the work, which is used in a variety of professional fields.

Professional Journals

Scholarly publications that contain articles written by experts in a particular field for the purpose of sharing knowledge and research findings.