A potential supplier sending a brochure or product catalog, or a salesperson contacting the buyer over the phone are means of submitting a(n) _____ in organizational buying.

Question

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When buyers in B2B markets identify potential suppliers, they contact one or more suppliers for proposals. A supplier may simply send a brochure or product catalog, or it may have a salesperson contact the buyer over the phone. In more complex buying situations, there may be formal presentations from different suppliers that also submit detailed proposals.

A Potential Supplier Sending a Brochure or Product Catalog, or a Salesperson