In order to be successful in the business market, where buyers are trained to identify suppliers as part of their jobs, salespeople:
A) need not think of the buyers as purchasing agents.
B) need to possess increased levels of knowledge and expertise.
C) need not be thoroughly informed about their products.
D) need to adopt a very casual approach to selling.
E) need not provide a detailed assortment of applications for their products.
Question 2
In hypercompetitive environments,
A) leading-edge firms are reluctant to lower prices because they enjoy attractive margins.
B) successful firms sustain quality but drive to the next lower price point to enjoy a burst of volume and an expansion of market share.
C) successful firms are reluctant to disrupt the equilibrium of the market.
D) successful firms look for the first opportunity to raise prices.
E) both leading-edge firms are reluctant to lower prices because they enjoy attractive margins and successful firms are reluctant to disrupt the equilibrium of the market.
business solution
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