A Sales Representative Calls on a Prospective Business Customer Only

question 22

Multiple Choice

A sales representative calls on a prospective business customer only to find that the customer has an established relationship with another supplier that seems to be working well. The customer is not interested in considering other suppliers. The customer is currently in a ____________________ situation.

• A) straight rebuy
• B) modified rebuy
• C) new-task
• D) extensive problem-solving
• E) limited problem-solving

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Definitions:

Power Distance Values

Cultural norms that dictate the accepted distribution of power in relationships, organizations, and society.

Two-Way Communication

Involves interactive dialogue where information flows back and forth between two or more parties, facilitating understanding and feedback.

Humane-Oriented Values

Ethical principles that prioritize compassion, care, and concern for the well-being of others, influencing behaviors and decisions.

Caring And Paternalistic

An approach or attitude in management that involves looking after the needs of employees in a protective and guiding manner.