Alternative proposals are evaluated by a purchasing manager and a number of members of the production department in which stage of the Organizational Buying Process?
Question 2Which of the following statements about presenting research results are true?
a. Many listeners won't be in a position to truly understand the technical aspects of the research
b. Quality research cannot improve a poor presentation
c. Many listeners won't be able to accurately judge the quality of the research
d. A quality research results presentation can disguise poor research to some extent
e. All of the above
Question 3Anthony is a purchasing agent for a hospital. One day the hospital receives a shipment from of its suppliers with several items are missing. Anthony calls the supplier and talks to a customer service representative who is very friendly and helpful. Anthony calls the supplier again the next day but talks to a different customer service representative. This customer service representative is not as friendly and not as helpful. Which of the following describes the problem the supplier has with customer service?
a. Customer service people are hard to train.
b. The quality of the service provided is inconsistent across customer service agents.
c. The first customers service agent set an unrealistic expectation.
d. The second customer service agent needs more training.
e. None of the above.
Question 4The first stage of the Organizational Buying Process involves:
Question 5Most marketing research projects require one or more oral reports.
Indicate whether the statement is true or false
Question 6Which of the following is not one of the four benefits of service enthusiasm that allow the sales organization to gain an advantage over its competitors?
a. Service enthusiasm helps the salesperson build a strong reputation
b. Service enthusiasm reduces mistakes thereby improving profitability
c. Service enthusiasm helps customers feel more comfortable complaining
d. Service enthusiasm stimulates interest in the selling organization
e. All the above are correct
Question 7Key influencers are frequently located outside of the____________________depart
ment.
Fill in the blank(s) with correct word
Question 8When performing regression analysis, it is important to first consider whether there is a statistically significant relationship between the predictor and outcome variables.
Indicate whether the statement is true or false
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