In the business-to-business buying process, the buyer goes through a variety of steps before making a purchase. Included in these steps are identifying needs and vendors, evaluating vendors, and negotiating terms. Hollis, a salesman for Wilson, understands this process and provides a detailed precontract PowerPoint program for each company that he approaches. Which of the following statements, if True, would he NOT consider putting in his presentation?

Question

Quizplus · Accepted Answer

D) Choice D, demonstrating how the walkie-talkies can be used at home, would not be an appropriate choice when selling business-to-business, as it would not have an application directly related to the business. Choices A, B, C, and E all reflect aspects of a business-to-business buying process which includes identification of business needs (Choice A), identification of competitors (Choice B), vendor evaluation (Choice C), and negotiation of terms (Choice E).

In the Business-To-Business Buying Process, the Buyer Goes Through a Variety