Selling: Building Partnerships 7th Edition by Barton Weitz,Stephen Castleberry ,John Tanner

Exercise 17

A retail chain wants to buy new electronic cash registers. Which criteria for evaluating supplier proposals might be used by (a) the purchasing agent, (b) the engineering department, (c) the store manager, and (d) the head of the legal department How would this purchase differ from a purchase of cash registers by a company that sells store fixtures and equipment to small retailers