MKTG 3104 QUESTIONS AND ANSWERS 2023 LATEST UPDATE A GRADE EXAM

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MKTG 3104 QUESTIONS AND ANSWERS 2023 LATEST UPDATE A GRADE EXAM Because they do so much driving while visiting doctors' offices and hospitals, pharmaceutical sales representatives are often given... company cars to drive. When a pharmaceutical company like Merck is preparing to purchase new company cars, sales reps' feedback will be sought on car models and features, but the final decision will be made by higher levels of management. What role(s) do the sales reps play in the buying center? Users Initiators Influencers → Users and influencers Users and initiators At many universities, education faculty members were among the first to ask for personal computers. These faculty members were in the buying center. buyers → initiators influencers deciders gatekeepers Kim is the sales representative for a major textbook publisher. When she calls on the business faculty at General University, her first stop is to chat with Frank, the business department secretary. From Frank, Kim learns which professors have left the university or are newly arrived. Frank also helps Kim to make appointments to see professors to discuss textbook choices. Frank acts as the in the business department buying center. buyer initiator influencer user → gatekeeper Judy knows it is important to approach business buyers at the right time, which is often during the first stage of their buying process. She stays in touch with her customers, hoping to find out when they are going through → need recognition. the RFP process. proposal analysis. vendor negotiation and selection. product specification. Markham Publishing is known for its consultative buying center [Show More]

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