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Question
Individuals actually making the buying decision, whether or not they have the formal authority to do so, are performing the role of:a. a user.
b. a gatekeeper.
c. an influencer.
d. a decider.
e. a buyer.
Answer
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Related questions
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d. a market scope.
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A benchmarking study sought to uncover the critical success factors that drive a firm's new product performance. The results indicate that successful firms:
a. center development efforts on clearly-defined market and technology domains.
b. seldom "kill" a project once the new product development process has been initiated.
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Products that share a common platform but have different specific features and enhancements that are required for different sets of consumers constitute:
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Qualitative sales forecasting techniques provide a systematic analysis of cause and effect relationships.
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_____ is the integration of business processes from end user through original suppliers that provides products, services, and information that add value for customers.
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As a customer adopts JIT purchasing, the typical order size shrinks and more frequent deliveries are required.
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Not all products nor all customers require the same level of logistical service.
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The ____________________ method combines and averages top executives' estimates of future sales and is popular because it is easy to apply and understand.
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Describe the factors that appear to influence the salesperson's satisfaction with the job and the work environment.
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Which of the following characteristics is true of induced strategic behavior?
a. Communication is consistent with organizational flow.
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The balanced scorecard measures the performance of a business unit from:
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b. a financial perspective.
c. a learning and growth perspective.
d. all of the above.
e. (a) and (b) only.
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Changes in business marketing strategy requires corresponding changes in personal selling styles.
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If the requirements of segmentation are met, it should provide the business marketer with valuable guidelines for allocating marketing resources.
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