For Marketers Who Seek to Sell to Organizational Customers, Initial

question 264

Multiple Choice

For marketers who seek to sell to organizational customers, initial contact with the customer is likely to be with a customer's:

• A) most senior salesperson.
• B) clerk who process paperwork.
• C) purchasing manager.
• D) accounting department.
• E) Chief Executive Officer (CEO).

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Definitions:

Concrete Operational

A stage in Piaget's theory of cognitive development, from about 7 to 11 years of age, where children can use logic to solve problems but still struggle with abstract and hypothetical concepts.

Piaget's Stages

the theory proposed by Jean Piaget that outlines the four stages of cognitive development in children: sensorimotor, preoperational, concrete operational, and formal operational.

Conservation

A cognitive ability, identified by Piaget, that enables a child to understand that substances remain the same in quantity even when their shapes change.

Development

The process of change and growth through which an individual or entity progresses by gaining physical, mental, or societal qualities over time.