Question 1

Technical buyers are most likely to be concerned with which of the following issues?

Accepted Answer

A)   the organizational impact of the purchase
B)   the dollar amount of the purchase
C)   screening out suppliers, not meeting specifications
D)   the operational advantages of the purchase.
E)   none of the above

Question 2

The submission of a sales proposal in a typical purchasing process precedes the purchase decision itself and follows the supplier selection phase.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following is true regarding the role the advocate may be expected to play in the complex business-to-business sales situation?

Accepted Answer

A)   Provides key information.
B)   Sell for you when you cannot be there.
C)   Recommend selling strategies.
D)   Help you gain access to key decision makers.
E)   All of the above are roles the advocate may be expected to play.

Exam 4: Account Relationship Management

The submission of a sales proposal in a typical purchasing process precedes the purchase decision itself and follows the supplier selection phase.

Correct Answer
verified

Which of the following is true regarding the role the advocate may be expected to play in the complex business-to-business sales situation?

Correct Answer
verified

Technical buyers are most likely to be concerned with which of the following issues?

Correct Answer
verified

Exam 4: Account Relationship Management

The submission of a sales proposal in a typical purchasing process precedes the purchase decision itself and follows the supplier selection phase.

Correct AnswerverifiedShow Answer

Which of the following is true regarding the role the advocate may be expected to play in the complex business-to-business sales situation?

Correct AnswerverifiedShow Answer

Technical buyers are most likely to be concerned with which of the following issues?

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified