Tony worked in retail sales while completing his college degree. After graduating, he took a job as a business-to-business salesperson. What changes can he expect?
A) His new customers are likely to be more professional and rational in their approach to purchasing.
B) His new customers are likely to be more dependent upon him for information.
C) His new customers are more likely to use fewer buying influences when making a purchase decision.
D) Because these new customers take a more rational approach, Tony will be less likely to establish close working relationships with them.

Question

Quizplus · Accepted Answer

Business-to-business sales involve sales to professional buyers who typically have a more rational and business-oriented approach to purchasing decisions. Therefore, Tony is likely to encounter customers who are more professional and rational in their approach to purchasing. The other options are not necessarily true for all business-to-business sales situations.

Tony Worked in Retail Sales While Completing His College Degree