Figure 6-4

-If a purchase is a new buy for a manufacturer,the seller should
A)expect a long time for a buying decision to be reached.
B)neutralize the typically high levels of conflict.
C)maintain flexibility,since specifications are likely to be changed several times before the buy is completed.
D)be prepared to do some favors for the decision makers.
E)expect to be the only supplier being considered.

Question

Figure 6-4
 
-If a purchase is a new buy for a manufacturer,the seller should
A)expect a long time for a buying decision to be reached. 
B)neutralize the typically high levels of conflict. 
C)maintain flexibility,since specifications are likely to be changed several times before the buy is completed. 
D)be prepared to do some favors for the decision makers. 
E)expect to be the only supplier being considered.

Quizplus · Accepted Answer

In a new buy situation,there are many people involved,the decision time is long,the problem definition is uncertain,the buying objective is to find a good solution,the suppliers considered are both new and present,and the buying influence includes technical and operating personnel.

Figure 6-4 -If a Purchase Is a New Buy for a Manufacturer,the