A Flow Chart Representing Business-To-Business Buying Situations

question 55

Multiple Choice

A flow chart representing business-to-business buying situations


-A business-to-business purchase made by Smithsons, where Smithsons has purchased a similar product in the past but has now decided on a price change, is referred to as a(n) :

• A)straight rebuy.
• B)autocratic buy.
• C)new buy.
• D)consensus rebuy.
• E)modified rebuy.

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Definitions:

SPIN Approach

A consultative sales technique that stands for Situation, Problem, Implication, Need-payoff, focusing on asking questions to understand customer needs and offering solutions.

Questions

Questions are inquiries or prompts designed to elicit information, encourage thought, or provoke discussion.

Discussion

An exchange of ideas, opinions, or information through conversation, aiming for mutual understanding or decision-making.

Customer Benefit Approach

An approach whereby the salesperson asks questions that imply that the product will benefit the prospect.