Business-to-business markets

Paper instructions

Business-to-business markets are in many ways more complex than consumer markets with regard to the sales function. Access the Online Video Catalog and watch the video called Scene 1B, Meeting the Seasoned Pro or click on the following link: Video 1B – Meeting the Seasoned Pro (Links to an external site.).
Then answer these questions:

Comment on the characteristics of this sales situation and where the customer is in the buying process.
Comment on the social styles of the Buyer and the Seller, Mark and Jim, in this interaction.
Discuss the buying influences that are impacting Mark’s decision making in this sales situation.

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