Romeo accepted a sales position at SharpSmart Computers. Before joining SharpSmart, Romeo worked in the electronics department of a retail store and sold personal computers and tablets to consumers. In his new job, Romeo will sell personal computers and tablets to businesses. Despite the fact that the products sold to these two customer groups are quite similar, Romeo is likely to find that purchasing decisions by buyers in the two markets will be influenced by different factors.

Question

Quizplus · Accepted Answer

Buyers in the business-to-business market tend to be more rational than buyers in the consumer market. Industrial buyers often use buying specifications and carefully weigh the "total product offer" including quality, price, and service.

Romeo Accepted a Sales Position at SharpSmart Computers