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Business Buyers: New Buy, Modified Rebuy, Straight Rebuy

Instructions:

Choose an answer and hit 'next'. You will receive your score and answers at the end.

question 1 of 3

Which of the following includes everyone in an organization who is part of the overall business purchase decision?

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1. When Gluten Free Groceries is making out the monthly order from a fish wholesaler, they decide to drop the tuna and add crab cakes. This is an example of a _____.

2. In this type of buying situation it is important for the business seller to provide a competitive argument to use their product line and a ton of information to help the business owner make an educated decision:

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About This Quiz & Worksheet

This quiz and corresponding worksheet will help you gauge your understanding of new buys, modified rebuys, and straight rebuys. Topics you'll need to know to pass the quiz include understanding everyone who is part of the overall business purchase decision as well as knowing the essential characteristics of the modified rebuy situation.

Quiz & Worksheet Goals

Use these assessment tools to assess your knowledge of:

  • Everyone who is part of the overall business purchase decision
  • Buying situation where the purchaser makes some changes in the order
  • It is necessary for the business seller to provide a competitive argument to use their product line and a lot of information to help the business owner make an informed decision
  • The two departments that are the biggest influence in a company

Skills Practiced

This worksheet and quiz will let you practice the following skills:

  • Reading comprehension - ensure that you draw the most important information from the related new buys, modified rebuys, and straight rebuys lesson
  • Interpreting information - verify that you can read information regarding new buys, modified rebuys, and straight rebuys and interpret it correctly
  • Knowledge application - use your knowledge to answer questions about new buys, modified rebuys, and straight rebuys

Additional Learning

To learn more about business-to-business sales, review the corresponding lesson Business Buyers: New Buy, Modified Rebuy and Straight Rebuy. This lesson covers the following objectives:

  • Describe the concept of a straight rebuy
  • Identify everyone who is part of the overall business purchase decision
  • Know the essential characteristics of the modified rebuy situation
  • Learn the essential characteristics of the new buy situation
  • Appreciate the particulars of the straight rebuy
  • Understand the two departments that are the biggest influence in a company
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