Warren used to sell cars at an automobile dealership. Now he sells repossession services to automobile dealers. To be successful, what changes in the buying process will Warren have to adjust to?
What will be an ideal response?
Warren has moved from B2C sales to B2B sales. In general, B2B sales are more formal and structured. He will probably have to provide more information in writing, deal with different types of buying centers, and respond to formal vendor analysis.
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The revenue cycle has two subsystems. What are they and what occurs within each?
The variance for a project’s duration is given by ______.
A. the sum of the variances for all its activities B. the sum of the variances for all its critical activities C. the sum of the standard deviations for all its activities D. the sum of the standard deviations for all its critical activities
Answer the following statements true (T) or false (F)
The eight (8) statements making up the conceptual framework establish generally accepted accounting principles.
A major barrier to prospecting is time. Therefore, salespeople should:
A) try to avoid spending time available for actual selling on prospecting B) try to spend at least 50 percent of every week on prospecting C) get involved in prospecting only after completing all regular selling activities D) assign prospecting tasks to lower-level employees E) integrate prospecting activities with regular selling duties