Situation being the current vendor a will necessitate

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situation, being the current vendor: A. will necessitate renegotiating price and delivery terms. B. allows for a straight rebuy. C. offsets a consensus buying center culture. D. will probably not be an advantage in getting the new ord E. will allow Val to get the order even though his products Since Val cannot meet the new specifications, his existing relationship with the buyer will not offer him any advantage. AACSB: Analytic Blooms: Apply Difficulty: 3 Hard Learning Objective: 06-05 Detail different buying situations in the B2B buying process. Topic: The Buying Situation 92. (p. 129) A(n) __________ occurs when the purchasing agent orders additional units of products that have previously been purchased.
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A. new buy B. modified rebuy C. straight rebuy D. adapted buy E. generic buy A straight rebuy occurs when the company is buying more of a product it has bought in the past. AACSB: Analytic Blooms: Remember Difficulty: 1 Easy Learning Objective: 06-05 Detail different buying situations in the B2B buying process. Topic: The Buying Situation 93. (p. 129) If a B2B customer is satisfied with an existing supplier, it will probably engage in a(n) __________ to purchase additional quantities of the item. A. new buy B. modified rebuy C. adapted buy D. straight rebuy E. generic buy A straight rebuy occurs when the company is buying more of a product it has bought in the past. AACSB: Analytic Blooms: Remember Difficulty: 1 Easy Learning Objective: 06-05 Detail different buying situations in the B2B buying process. Topic: The Buying Situation 94. (p. 129) Yvonne uses her customer relationship management (CRM) system to predict when her business customers will need more of her company's packaging materials. When she thinks a customer should be ready to make another order, she contacts them. Yvonne is using CRM to encourage customers to engage in a(n):
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A straight rebuy occurs when the company is buying more of a product it has bought in the past. This is what Yvonne is trying to encourage. AACSB: Analytic Blooms: Apply Difficulty: 2 Medium Learning Objective: 06-05 Detail different buying situations in the B2B buying process. Topic: The Buying Situation 95. (p. 129) Phil put down the phone and told Alice, "I just love that customer. I got another big order, and they just keep on coming." Phil is likely selling to a firm
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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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