Which of the following statements about modified rebuy is TRUE?
A) Advertising is detailed and educational
B) All steps of the buying process are taken
C) There is more emphasis on product definition and development of product specifications
D) Selling includes anticipating or responding quickly to changes in customer needs
E) Promotion involves offering free trials or demonstrations at the customer's site

Question

Quizplus · Accepted Answer

In a modified rebuy situation, the buyer has some experience with the product or service but is looking for additional information or is considering making changes. This means sellers must be agile, anticipating or quickly responding to shifts in customer needs, which is why option D is correct. Modified rebuys often involve adjustments to specifications, terms, and suppliers, requiring sellers to be attentive and adaptable to customer requirements.

Which of the Following Statements About Modified Rebuy Is TRUE