Chapter 3 sales

A company with B2B customers has fewer potential buyers than a company in the B2C business

• True

• False

Consumers are more rational than organizational buyers

• True

• False

in wich market it is ussual that buyers determine product specifications?

• B2B (organizational market)

• B2C (Consumer market)

At the moment that both parties agree to the deal, but the seller may be faced with unforeseen problems once work has started.

What characteristic implies for B2B market?

• Risk

• Complexity

• Importance

• Customized

Involve many resourses of the organization such people and budged.

What characteristic implies for B2B market?

• Risk

• Complexity

• Importance

• Customized

There are different roles in consumers:

1. Initiator 2. Influencer. 3. Decider. 4. Buyer. 5. User.

If we talk abour diapers, who is the user

• The mother who pays in the supermarket

• The friend who advice the best brand

• The baby who wears the diaper

• The babysitter who takes the diaper from the counter

There are different roles in consumers:

1. Initiator 2. Influencer. 3. Decider. 4. Buyer. 5. User.

If we talk abour diapers, who is the influencer

• The mother who pays in the supermarket

• The friend who advice the best brand

• The baby who wears the diaper

• The babysitter who takes the diaper from the counter

In a company the buyer or purchasing officer is often the only person who influences the decision, or who actually has the authority to make the ultimate decision.

• True

• False

The image shows

• different decision-making process

• consumer decision-making process

• organization decision-making process

• factors that affect the consumer decision-making process

Wich of the factors does not affect organizational buyer behavior

• Price

• Quality

• Negotiation time

• Needs of the company

• Continuity of supply