A business buyer who is considering a change in product specifications, terms, and possibly suppliers is most likely in a ________ situation.

Question

Quizplus · Accepted Answer

A modified rebuy situation occurs when a buyer already has experience with a product, but wants to change certain aspects of it, such as specifications, terms, or suppliers. This type of situation is not a completely new task (B) because the buyer has already purchased a similar product before, and it is not a straight rebuy (C) because there are changes being considered. Solution selling (D) and value analysis (E) are sales approaches that can be used in various types of buying situations and are not specific to modified rebuy situations.

A Business Buyer Who Is Considering a Change in Product