Jenny was feeling frustrated whats taking them so

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78. Jenny was feeling frustrated. "What's taking them so long to make a decision? It's been weeks since I first met with them, and they all seem interested in the product. I've also jumped through all their paperwork hoops." Jenny is likely selling to a firm in what kind of buying situation?
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A. New buy B. Modified rebuy C. Straight rebuy D. Generic buy E. Adapted buy 79. Most B2B buying situations can be categorized as new buys, modified rebuys, and: 80. The RFP stage of the B2B buying process is NOT required for: 81. The buying decision is likely to be more complex and take longer to complete in a(n) __________ B2B buying situation. 82. In which buying situation is the buyer most likely to proceed through all six steps in the buying process?
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A. New buy B. Modified rebuy C. Straight rebuy D. Generic buy E. Adapted buy 83. Manitoba University is buying a distance learning system. Previously, the school had no distance learning technology. For Manitoba University this represents a(n) __________ situation. 84. Olga is the sales rep for ATV Communication Systems. She wants to bid on the RFP issued by Manitoba University for distance learning technology. She knows she will need to provide considerable information and demonstrations of her firm's technology because Manitoba University is in a new buy situation and does not have: 85. When Natasha took over as facilities manager for Burlington Furniture Manufacturing she was shocked to see the factory was still heated with a coal-fired boiler. She made an immediate decision to upgrade the heating system to something more efficient, and began to research available options. For Natasha and Burlington Furniture, this represented a(n) __________ situation.
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  • Fall '12
  • Chris
  • Marketing, d., Buying Center, E., Business-to-business

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