The strength of competitive pressures that suppliers can exert on industry members is MAINLY a function of
A. whether technological change in the businesses of suppliers is rapid or slow.
B. whether needed inputs are in short supply and whether suppliers provide differentiated input that enhances performance of the product.
C. whether suppliers self-manufacture what they supply or source their items from other manufacturers.
D. whether the industry's position in the growth cycle is favorable.
E. whether the needs and expectations of supplier-seller relationships are changing slowly or rapidly.
Answer: B
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Indicate whether the statement is true or false
The preapproach step in the customer relationship selling process involves:
A. setting goals and developing plans. B. relating product benefits to needs using demonstrations. C. locating and qualifying a prospect. D. asking a prospect's opinions during a presentation. E. meeting a prospect and beginning a customized sales presentation.
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What will be an ideal response?
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