Within the buying center, ____ are technical personnel who develop product specifications and evaluate alternatives, while _____ actually choose the products.
A. users; buyers
B. influencers; deciders
C. gatekeepers; deciders
D. influencers; buyers
E. deciders; buyers
Answer: B
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Appointing teams to manage customer-value-building processes and break down walls between departments is part of which of the following business practices?
A) reengineering B) outsourcing C) benchmarking D) supplier partnering E) customer partnering
The memorized sales presentation is referred to as persuasive selling presentation.
Answer the following statement true (T) or false (F)
Extended examples are also known as all of the following EXCEPT
a. illustrations. b. episodes. c. narratives. d. anecdotes.
Solectron invests time and resources in training employees annually because technology changes so fast that 20% of an engineer's knowledge becomes obsolete each year.
Answer the following statement true (T) or false (F)