When More Than One Person Is Involved in Making a Purchase

question 51

Multiple Choice

When more than one person is involved in making a purchase decision,the group of participants in the company are called the:

• A) Advocates
• B) Assessment center
• C) Buying center
• D) Administered channels
• E) Net buying influences

Grasp the concept of needs satisfaction in sales presentations for identifying and addressing customer needs.

Identify strategies for handling objections during sales negotiations.

Understand adaptive selling and its role in offering unique value to customers.

Understand different sales presentation formats and their applications.

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Definitions:

Secondary Information

Data that has been collected previously by someone else, used for research or analysis.

Primary Data

Data that is collected firsthand by the researcher for a specific research purpose or project.

Tertiary Data

Information that has been collected and processed from secondary sources rather than obtained directly from original sources.

Secondary Data

Information that has been collected previously by someone else, used for research purposes other than the original intent.