Salespeople selling original equipment manufacturer (OEM)products need to demonstrate that their products help customers produce products that will offer superior value.
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Q10: From a salesperson's point of view,the initial
Q11: "Always a share" is a strategy for
Q12: End-user buying situations exclude the purchase of
Q13: A buying center is an informal,cross-department group
Q14: Emotional needs are directly related to the
Q16: Customers usually view information from independent sources
Q17: Life-cycle costing is also known as quality-based
Q18: Gatekeepers are usually the ones who start
Q19: Service level agreements (SLAs)are standards for minimum
Q20: Automatic replenishment is a form of supplier
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