Which of the Following Firms Would Find a Factor Most

question 1

Multiple Choice

Which of the following firms would find a factor most useful?

• A)Levi Strauss,which has been shipping jeans to the same customers in 120 countries for over 40 years,
• B)Brown and Root,which manages major construction projects around the world
• C)RC Cola,which periodically ships a small order of soft drinks overseas
• D)IBM,which exports mainframes and other expensive equipment to customers in over 100 countries around the world

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Definitions:

Formal Guidelines

Detailed instructions or rules officially established to guide actions or processes in specific situations.

Organizational Buying

All of the activities of organizational members as they define a buying situation and identify, evaluate, and choose among alternative brands and suppliers.

FAB Sequence

A sales technique that stands for Features, Advantages, and Benefits, aimed at highlighting a product's value to the customer.

Trial Close

A sales technique where the seller proposes a commitment question to gauge the buyer's readiness to make a purchase decision.