When a Large Wholesaler or Retailer Uses a Buying Committee

question 154

Multiple Choice

When a large wholesaler or retailer uses a buying committee,

• A) the buyer still makes the final purchase decision.
• B) the sales rep may not be able to make a sales presentation to the committee.
• C) the impact of persuasive salespeople is increased.
• D) the intermediary is more likely to take a chance on a really new product that hasn't yet proved itself.
• E) none of these alternatives is correct.

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Definitions:

Specialisation and Division of Labour

The organizational strategy of breaking down the production process into smaller tasks, with each worker or group of workers specializing in a particular element, leading to increased efficiency and productivity.

Mathematical Techniques

Various methods and tools derived from mathematics used to solve problems, analyze data, or model and predict outcomes.

Behavioural Approaches

Strategies or methods in psychology and management focusing on studying and modifying observable actions and reactions in individuals.

Quantitative Approaches

Quantitative Approaches involve the use of mathematical, statistical, and computational techniques to analyze and model data, often used in decision-making, problem-solving, and predicting outcomes.