Purchasing Professionals Buyers in the business markets are trained as purchasing agents.
The process of identifying suppliers and sourcing goods and services is their job. As a result,
salespeople must possess increased levels of knowledge and expertise
GCQ6 Matsuda and Arthur on hate speech
According to Mari Matsuda, members of targeted minority groups see individual acts of
hate speech as part of a widespread pattern of verbal harassment and violent physical
attacks on members of their group. Me
Phase 5 Acquisition and Analysis of Proposals Based on the detailed specifications,
requests for proposals (RFP) are developed and distributed to the qualified potential suppliers.
The qualified suppliers develop and submit proposals to provide the produc
1. Knowledge Needs The desire for personal development, information, and
knowledge to increase thought and understanding as to how and why things
Example: Product information, newsletters, brochures, and training and user
support group meetings/
Derived Demand Demand in business markets that is closely associated with the demand
for consumer goods. For example, when the customer demand for new cars and trucks
increases, the demand for rolled steel also goes up.
Effective salespeople identify an
1. Call Attention to Neglected Attributes The salesperson can increase the buyers
evaluation of the proposed offering by pointing out the attribute that was missed.
Phase 6 Evaluation of Proposals and Selection of Suppliers The buying decision is the
Many salespeople find it helpful to group customer needs into one of five basic
types or categories that focus on the buying situation and the benefits to be provided
by the product or service being chosen. These five general types of buyer needs are
Buying Decision Process Phases
1. Recognition of the problem or need.
2. Determination of the characteristics of the item and the quantity needed.
3. Description of the characteristics of the item and quantity needed.
4. Search for qualification of potent
1. Modify the Product Offering Being Proposed Developing a better understanding
of the adhesive buyers perceived importance of certain characteristics, the BondIt
salesperson could offer a different adhesive formulation that is not as easy to apply,
Phase 3 Description of the Characteristics of the Item and the Quantity Needed Using
the past phase as a starting point, buyers translate that general information into detailed
specifications describing exactly what is expected and required. The descripti
Assessment of Product or Supplier Performance The first step in applying the multiattribute model is to rate objectively how well each characteristic of the competing products
or suppliers meets the buyers needs.
Accounting for Relative Importance of Each
GCQ7 John Arthur on hate speech
According to Arthur's definition of harm, which of these are harms?
A. Being temporarily frightened by racist or sexist talk
B. Seeing a shocking sight, such as a dark-skinned mannequin hanging from a
noose or a swas