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Question
Ken, a buyer for Miller Construction, is willing to sacrifice fewer product variations, fewer delivery locations and less technical support from his supplier in exchange for reduced prices. This is an example of:a. multisourcing
b. target pricing
c. procurement orientation
d. defeaturing or cooperative pricing
Answer
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Related questions
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Discuss and give two examples of developments in buying.
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a. supply management orientation
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a. buying center
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a. standardization
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Prospecting is often called the art of creating, extracting, and delivering customer value and communicating the value created in a timely manner.
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a. implied
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c. situation
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With _______, the sales representative becomes a long-term, trusted, and value-adding resource for a customer firm by gaining an in-depth understanding of its operations and by contributing analytical expertise to resolve pressing problems.
a. adaptive selling
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_______ is (are) leads and inquiries that the supplier firm has qualified as having significant sales and profit potential.
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a. community
b. catalog
c. electronic auction
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Q:
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a. community
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Q:
The goal of _______ captures the total expenditures required to deliver the intended total customer experience to targeted segments and customers. Perhaps the principal reason that supplier firms turn to indirect channels is the desire to dramatically reduce distribution costs.
a. market access
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The goal of _____ refers to the extent to which business channels enable a supplier firm to reach, develop, and serve targeted segments and customer firms. Ideally, supplier firms seek channels that provide coverage and exposure to as many profitable customers as possible.
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a. development speed
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Allocation skills refer to a manager's expertise in budgeting time, people, and money.
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_______ is a means of summarizing the branding strategy by displaying the number and nature of common and distinctive brand elements across the firm's products, revealing the explicit ordering of brand elements.
a. brand equity
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_______ for a firm identifies which brand elements a firm chooses to apply across the various products it sells." In business markets, the most significant aspect of branding strategy is deciding on the brand hierarchy to pursue.
a. brand equity
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a. brand equity
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