Exam 8: Business-To-Business Behaviour

In the business buying decision process, the decider is the member of the organisation who:

As Rick and the supplier's sales representative talked, they agreed that Rick would purchase ten hanging baskets, six two- metre sections of metal shelving, and two rolls of polyfilm for Rick's gardening supply store. In addition, the salesperson agreed to have the items delivered in two weeks and give Rick a 10 per cent discount. Rick and the salesperson are engaged in which phase of the procurement process?

The Head Gardener at Slitrig Gardens was strolling through his work domain looking at the flowers and bushes from a guest's perspective when he noticed some Japanese beetles flying around. He made a mental note to himself that he had to order some Japanese beetle traps when he got back to the office. This is an example of which of the steps in the purchase/procurement process?

All business- to- business customers are large.

Demand for goods and services as business markets is more likely to be:

The Simms Corporation desires to create and maintain long- term relationships with its customers. The firm is likely to prefer blanket contracts for this purpose.

A secretary who prevents salespersons from contacting users or deciders is playing an influencer role.

Which of the following is NOT an advantage of e- procurement?

Which of the following trends have been identified in the business buying market?