Select the most correct and appropriate phrase below. a. B2B decision makers make decisions based largely on lowest cost to purchase Ob B2B decision makers make decisions solely based on organizational RESULTS c. B2B decision makers buy based solely on cold hard facts d. B2B decision makers purchase based on emotions and justify based on facts QUESTION 4 ho Select the one item below that does NOT describe characteristics of a complex sale. a. The customer's operations are so specialized that they can only buy from one seller b. Multiple individuals and functions are involved in the customer's decision c. The purchase constitutes a long term commitment for the customer Od The buyer and the seller both have multiple options so tend to look for the right relationship or "fit" QUESTION 5 Select the incorrect statement from the list below. In attempting to achieve sales success in Making the Consensus Sale, sales reps should a Help develop a common set of terms to bring clarity to the decision process ob Develop marketing content that is generic and benefits-oriented rather than heavily tilted towards his company's product c. Encourage an internal player to adopt a Mobilizer role to move decision makers towards a consensus d Be aggressive about selling his company's solution as early as possible in the purchasing process QUESTION 6 Which phrase best fits with the user Buying Influence's perspective? a It's personal b. It's all about the ROI O c. It needs to meet strict specifications Od It needs to be sourced at a cheap price 3 OUESTION 7 "Caveat Venditor" means Let the Buyer Beware True O False