Buy Classes Refer to the Three Types of Organizational Buying

question 146

Multiple Choice

Buy classes refer to the three types of organizational buying situations:

• A) buy, lease, and rent.
• B) new buy, make, and reprocess.
• C) manufacturing contracts, consulting contracts, service contracts.
• D) new buy, straight rebuy, and modified rebuy.
• E) new buy, refurbish, and used buy.

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Definitions:

Presenting Bad-News Messages

The process of delivering unfavorable or negative news in a manner that attempts to minimize damage or maintain relationships.

Misleading the Reader

Presenting information in a way that could cause the reader to have a false understanding or impression.

Cushion the Negative Point

A communication technique involving the softening of potentially negative or unfavorable information to minimize its impact on the audience.

Closing Statement

The final comment or conclusion at the end of a document, presentation, or discussion aimed at summarizing the main points and leaving a lasting impression.