The unique aspects of organizational buyer behavior revolve around the buying situation, buying center, buying process, and buying needs.
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Q134: The sales function emphasizes customers, personal relationships,
Q135: A sales strategy is designed to execute
Q136: Customer account selection is one area in
Q137: Distributor management is one area in which
Q138: Sales strategy is important because it has
Q140: As organizations move from new-task buying situations
Q141: The decision-making process in new task buying
Q142: The buying center consists of a formal
Q143: One task of salespeople is to identify
Q144: The organizational buying center member who starts
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