Which of the following statements regarding cost-savings sharing is false?
a. Cost-sharing approaches require joint identification of the full cost to produce an item
b. Profit is a function of the productive investment committed to the purchased item and a supplier's asset return requirements.
c. The cost-based approach provides a supplier with incentives to pursue continuous performance improvement to realize shared cost savings and invest in productive assets.
d. Profit is a direct function of cost.
e. In the traditional market-based pricing approach, one party (usually the purchaser) seeks to capture all cost savings resulting from a supplier's improvement effort.
d
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Which of the following is the last step in the negotiation process?
A. closing the deal B. implementing the agreement C. information using D. relationship building
Which one of the following factors would cause job dissatisfaction if not present, or adequate, but does not motivate?
a. recognition b. salary c. the job itself d. growth opportunities e. achievement
The two general approaches to measuring company sales potential are the breakdown and the buildup approach.
Answer the following statement true (T) or false (F)
Which of the following statements about selling to organizational buyers is true?
A. The buyer's individual needs can be ignored when there is multiple buying influence. B. A purchasing manager's emotional needs should be emphasized along with his economic needs. C. Purchasing managers are usually more emotional than final consumers. D. Sellers should try to avoid purchasing managers, since they usually can't make the final buying decision. E. All these statements are true.