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80.
Vincent is trying to analyze how important his suppliers are to his business. He wants to
know which supplier is best for a long-term relationship. If he has to apply the supplier
relationship management (SRM) strategy, Vincent should most likely begin the analysis by
first:
Short Answer Questions
81.
Who are resellers?
82.
Who are end users?
83.
What do resellers consider when making decisions about which products to sell?
84.
Jack is a salesperson for a window and door distributor. Why should he pay close attention
to the demand for new housing and the number of new high-rises getting building
permits?
85.
In the context of purchasing components or materials, what is early procurement
involvement?
86.
What is creeping commitment?
87.
What is a new-task buying situation?
88.
What is a straight rebuy situation?
89.
How can salespeople use the concept of life-cycle costing?
90.
What is automatic replenishment?
Essay Questions
91.
How does the organizational buying process differ from the consumer buying process?
92.
When does a modified rebuy situation occur?
93.
Samantha is the office manager for a dentist. Give an example of how she might
experience a modified rebuy situation, a straight rebuy situation, and a new-task
situation.
94.
Explain the role an initiator plays in the organizational buying process.
95.
The city of Marowa is considering contractors to build a new sports complex. What factors
will likely influence the university's buying decision?
96.
Discuss the economic and quality criteria that may influence buying decisions.
97.
Brian is attempting to get a marketing professor to include his company's textbook into the
professor's classroom teaching syllabus. Brian knows that the professor has been using a
competing textbook and would have to spend considerable time adjusting her syllabus and
classroom strategies if she adopts Brian's textbook. He points out that his textbook is
newly revised, which means that the professor can use it for several years without having
to make adjustments. What sales technique is Brian using?
98.
Describe a method that buying centers use to reduce risks.
99.
What is supply chain management (SCM), and what is a salesperson's role in supply chain
management?
100.
What is the multiattribute model of product evaluation and choice?
