For Consumer Durables and Other Industrial Products with Long Purchase

question 93

Multiple Choice

For consumer durables and other industrial products with long purchase cycles,________ purchase is the key event.

• A)reinforcement
• B)bulk
• C)trial
• D)repeat purchase

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Definitions:

Purchasing Manager

An individual responsible for sourcing goods and services for a company, negotiating contracts, and managing supplier relationships.

SPIN Approach

A sales technique that focuses on understanding the Situation, Problem, Implication, and Need-payoff to effectively sell a product or service.

Customer Benefit Approach

A sales strategy that focuses on emphasizing the advantages and positive outcomes a customer will gain from a product or service.

Prospect's Response

The reactions or replies given by a potential customer during a sales interaction, which can range from interest to objection.