Regarding Selling to Organizational Buyers

question 128

Multiple Choice

Regarding selling to organizational buyers,

• A) the buyer's individual needs can be ignored when there is multiple buying influence.
• B) purchasing managers are usually more emotional than final consumers.
• C) a purchasing manager's emotional needs should be emphasized as well as his economic needs.
• D) sellers should try to avoid purchasing managers, since they usually can't make the final buying decision.
• E) All of the above are true.

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