Typically b2b buyers ask potential suppliers to a

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Typically, B2B buyers ask potential suppliers to: A. write the RFP for the buyer. B. submit formal proposals. C. sponsor interviews with final customers in order to dete D. always be involved in reselling. E. organize themselves into selling cooperatives. B2B buyers often write RFPs and provide them to potential suppliers, requesting formal proposals in response. Occasionally a supplier will contribute significantly to the writing of an RFP; however, this is not as frequent an occurrence as the submission of proposals. AACSB: Analytic Blooms: Remember Difficulty: 1 Easy
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Learning Objective: 06-02 List the steps in the B2B buying process. Topic: The Business-to-Business Buying Process 32. (p. 122) B2B buying decisions are often made by: B2B buying decisions are often made by a committee, often called the buying center. AACSB: Analytic Blooms: Remember Difficulty: 2 Medium Learning Objective: 06-02 List the steps in the B2B buying process. Topic: The Business-to-Business Buying Process 33. (p. 122) When Goodwish Marketing decided to upgrade its network, many people were involved in the decision. In B2B buying systems decisions are often made: B2B buying decisions are often made by a committee, often called the buying center. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 06-02 List the steps in the B2B buying process. Topic: The Business-to-Business Buying Process 34. (p. 122) The first stage of the B2B buying process is:
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Both the B2B and the B2C buying processes begin with need recognition. AACSB: Analytic Blooms: Remember Difficulty: 1 Easy Learning Objective: 06-02 List the steps in the B2B buying process. Topic: The Business-to-Business Buying Process 35. (p. 122) Judy knows it is important to approach business buyers at the right time, which is often during the first stage of their buying process. She stays in touch with her customers, hoping to find out when they are going through: A. need recognitio n. B. the RFP process. C. proposal analysis. D. vendor negotiation and selection. E. product specification. Both the B2B and the B2C buying processes begin with need recognition. AACSB: Analytic Blooms: Apply Difficulty: 3 Hard Learning Objective: 06-02 List the steps in the B2B buying process. Topic: The Business-to-Business Buying Process 36. (p. 122) Edward, the leading salesperson for Harry's Honda dealership, began hearing customers asking for hybrid automobiles several years ago. Edward alerted Harry, and Harry preordered many Honda hybrids before they became available. In this case, the source of need recognition was: A. trade show demonstration s.
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  • Fall '12
  • Chris
  • Marketing, d., Buying Center, E., Business-to-business

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Christopher Reinemann
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