Author Question: Which of the following is not a common reason why prospects raise objections? a. The prospect wants ... (Read 186 times)

kamilo84 · **on:** Jun 28, 2018

Which of the following is not a common reason why prospects raise objections?
a. The prospect wants to avoid the sales interview
b. Objecting is a matter of custom
c. The prospect fails to recognize the need
d. The prospect lacks information
e. All of the above are common reasons why prospects raise objections.

Question 2

Concerning the classification of customers in the business market, General Motors is a(n) ____ when purchasing a mainframe computer system from IBM, but is a(n) ____ when purchasing tires from Goodyear.
A) user; original equipment manufacturer (OEM)
B) user; distributor
C) original equipment manufacturer (OEM); user
D) user; upstream supplier
E) original equipment manufacturer (OEM); downstream supplier