Which Distinguishing Characteristic of Business Markets Is Addressed by a Salesperson's

question 130

Multiple Choice

Which distinguishing characteristic of business markets is addressed by a salesperson's ability to identify, understand, and respond to the role and key buying motives of each member of the buying centre or team?

• A) derived demand
• B) higher levels of demand fluctuation
• C) more professional and rational approach to purchasing
• D) multiple buying influences

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Definitions:

Underlying Tendencies

Refers to the basic or inherent features, characteristics, or inclinations of an individual or system.

Behave

Refers to the way in which one acts or conducts oneself, especially towards others.

Extraversion

A personality trait characterized by sociability, talkativeness, assertiveness, and high levels of emotional expressiveness.

Leadership Requirement

Essential skills, traits, and competencies needed by individuals to effectively guide, influence, and support others towards achieving common goals.