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Question
The mission of the ________ is collectively to analyze and focus a value stream so that it does everything involved in supplying a good or service in a way that provides maximum value to the customer.a. buying center
b. lean enterprise
c. buying group
d. supply manager
Answer
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Related questions
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Congratulations! You"ve just been promoted to business market manager at your firm. You would like to adopt the BuyGrid Framework as a more orderly process for acquiring goods. Your boss would like to know more about the framework. Explain the BuyGrid Framework to her.
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Discuss and give two examples of developments in buying.
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As a consultant, the salesperson asks a series of focused SPIN questions during calls. Through these questions, the rep helps the customer manager uncover _______ questions, which seek to pinpoint the customer firm's difficulties and dissatisfactions.
a. implied
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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
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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
b. value-added
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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.
a. market access
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A volume discount is a pricing tactic that is an invoice reduction used to encourage prospective customers to try an offering that is new to them. The offering's actual price is listed on the invoice, then reduced by the incentive to change, with the notation "initial use discount."
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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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a. brand equity
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c. brand hierarchy
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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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_______ captures the value of a brand and refers to how customers regard a brand relative to offerings of other competing suppliers (or an offering of an unnamed supplier), based on those customers' knowledge from experience with and learning about the brand.
a. brand equity
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