A Routine Purchasing Situation in Which the Purchaser Is Not

question 103

Multiple Choice

A routine purchasing situation in which the purchaser is not looking for new information or other suppliers is called a:

• A) modified rebuy.
• B) value buy.
• C) synergistic buy.
• D) straight rebuy.
• E) make-or-buy.

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Definitions:

Hard Sell

Aggressive sales techniques that put pressure on the customer to make a purchase decision quickly.

Anticipate Objections

The practice of foreseeing and preparing for potential disagreements or questions in advance, particularly in sales or negotiation scenarios.

Emotional Appeals

Persuasive techniques that attempt to influence an audience by appealing to their emotions rather than logic or reason.

Audience's Perspective

The point of view or attitude of the intended recipients of a message or communication.