Salespeople need to understand that purchases made by their customers' customers exemplify:
A)derived demand.
B)a competitive advantage for the seller.
C)economies of scale in production.
D)just-in-time (JIT) inventory control.
E)new-task buys.

Question

Quizplus · Accepted Answer

Purchases made by a customer's customers are known as derived demand, which means that the demand for a product or service is based on the demand for another product or service, rather than being driven by direct consumer demand. Understanding derived demand is important for salespeople as it helps them to understand the needs of their customers and ensure that they can provide products or services that meet those needs.

Salespeople Need to Understand That Purchases Made by Their Customers