1.      Explain the differences among a new-task purchase,...

1.      Explain the differences among a new-task purchase, modified rebuy, and straight rebuy. How is each situation likely to alter the way a salesperson approaches a client?

2.      The organizational buying center varies as a function of size of the company and product or service being purchased. How does size of the company influence the composition of the buying center? How might the composition of the buying center differ for each of the following products?

a. Purchasing a new computer for personal use.

b. Purchasing a new copy machine for the office.

c. Selecting a different public accounting firm.

d. Selecting a new textbook for a sales management course.

e. Purchasing a new machine.