After years of selling in the consumer market,Dave accepted a job as a salesperson for a firm that markets its products in the B2B market.As he considers his new responsibilities,it's likely that he will:

Question

Quizplus · Accepted Answer

Industrial buyers in the B2B market usually require more personal service than buyers in the consumer market. This is because B2B purchases often involve larger volumes and higher prices, which require more complex negotiations and purchasing decisions. Therefore, B2B salespeople need to develop more personalized relationships with their clients to meet their specific needs and provide value-added services. It is unlikely that Dave will find little difference between buyers in the consumer market and those in the B2B market or that B2B buyers tend to purchase more on impulse than consumer buyers. Moreover, B2B decision-making often involves multiple stakeholders and a longer sales cycle, which requires salespeople to be more than order takers and to engage in consultative selling.

After Years of Selling in the Consumer Market,Dave Accepted a Job