1. What is a common challenge in B2B marketing related to the purchase decision process?
A. The speed at which decisions are made.
B. The involvement of a single, unified decision-maker.
C. The difficulty in identifying and influencing all key stakeholders.
D. The lack of need for detailed product specifications.
2. In B2B marketing, the role of a ‘gatekeeper’ in the buying center is to:
A. Initiate the purchase request.
B. Control the flow of information to other buying center members.
C. Make the final decision on which vendor to select.
D. Provide technical expertise on the product’s functionality.
3. In B2B marketing, the ‘user’ role in the buying center typically:
A. Controls the budget for the purchase.
B. Initiates the purchase process by identifying a need.
C. Uses the product or service and often influences specifications.
D. Negotiates terms and conditions with the supplier.
4. A company that manufactures industrial machinery and sells it to other manufacturing firms is an example of:
A. Business-to-Consumer (B2C).
B. Business-to-Business (B2B).
C. Consumer-to-Consumer (C2C).
D. Government Marketing.
5. In B2B marketing, ‘partnerships’ often refer to:
A. Short-term promotional collaborations with minimal commitment.
B. Formal alliances between organizations to achieve mutual business goals.
C. Individual sales agreements with each client.
D. Subcontracting manufacturing processes to multiple suppliers.
6. What is the typical objective of a B2B trade show?
A. To sell directly to consumers.
B. To build brand loyalty among existing business clients.
C. To generate leads, showcase products, and network with industry professionals.
D. To conduct market research on consumer preferences.
7. A key difference between B2B and B2C markets is the nature of demand. B2B demand is typically described as:
A. Elastic and driven by individual emotions.
B. Derived from consumer demand for end products.
C. Unpredictable and seasonal.
D. Directly responsive to mass media advertising.
8. Which of the following best describes the ‘buying center’ in B2B marketing?
A. A physical location where B2B sales meetings occur.
B. The entire group of individuals within an organization who participate in the purchasing decision.
C. A specialized department responsible for competitive analysis.
D. A software platform used for customer relationship management.
9. What is a primary goal of personal selling in B2B marketing?
A. To create widespread brand awareness quickly.
B. To build long-term relationships and trust with clients.
C. To generate impulse purchases through emotional triggers.
D. To reduce the cost of goods sold through bulk discounts.
10. What is the significance of ‘account management’ in B2B marketing?
A. Managing a large number of small, individual customer accounts.
B. Developing and maintaining relationships with key business clients.
C. Automating the sales process through CRM software.
D. Focusing solely on acquiring new customers.
11. Which type of B2B sales approach focuses on understanding and addressing the client’s business challenges and objectives?
A. Transactional selling
B. Solution selling
C. Product-centric selling
D. Price-based selling
12. Which of the following marketing channels is typically most effective for reaching B2B decision-makers?
A. Mass-market television advertising.
B. Social media platforms like TikTok.
C. Industry-specific publications, trade shows, and professional networks.
D. Direct mail campaigns targeting the general public.
13. The role of an ‘influencer’ in the B2B buying center is to:
A. Approve or reject the supplier.
B. Set the technical specifications for the product.
C. Provide input or advice that affects the final decision.
D. Manage the logistical aspects of the purchase.
14. A ‘modified rebuy’ purchase situation in B2B marketing typically involves:
A. A completely new purchase with no prior experience.
B. Reordering standard items from a pre-approved list.
C. The buyer seeking to change product specifications, terms, or suppliers.
D. An impulse purchase driven by immediate need.
15. What does ‘relationship marketing’ emphasize in the B2B context?
A. Short-term, transactional sales focused on immediate profit.
B. Building and maintaining long-term, mutually beneficial connections with clients.
C. Aggressively promoting the lowest priced products.
D. Using impersonal, automated communication for all customer interactions.
16. Which of the following is a common characteristic of B2B products or services?
A. High volume, low unit value.
B. Standardized features appealing to a mass audience.
C. Technical complexity and customization requirements.
D. Short product life cycles driven by fads.
17. In B2B marketing, a ‘straight rebuy’ situation refers to:
A. A purchase where the buyer considers new alternatives.
B. A routine purchase of an existing product from approved suppliers.
C. A decision to change the product specifications.
D. A complex negotiation for a new, unproven technology.
18. Which buying situation involves a company purchasing a product or service for the first time, requiring extensive information gathering?
A. Straight rebuy
B. Modified rebuy
C. New task
D. Routine purchase
19. In Business-to-Business (B2B) marketing, what is the primary characteristic that distinguishes it from Business-to-Consumer (B2C) marketing?
A. The use of emotional appeals in advertising.
B. A longer and more complex buying decision process involving multiple stakeholders.
C. A focus on mass market appeal rather than niche targeting.
D. The direct sale of products to individual end-users.
20. The ‘initiator’ in a B2B buying center is the person who:
A. Authorizes the final purchase.
B. First recognizes that a problem or need exists.
C. Selects the preferred vendor.
D. Negotiates the contract terms.
21. Which of the following best describes the ‘buying center’ in B2B marketing?
A. A physical location where B2B transactions occur.
B. The department responsible for managing customer relationships.
C. All the individuals and groups who participate in the business buying-decision process.
D. A software system used to track sales leads.
22. In the B2B buying process, the stage where potential suppliers are identified and evaluated is known as:
A. Problem Recognition
B. Information Search and Supplier Analysis
C. Proposal Solicitation
D. Purchase Decision
23. What is the purpose of a Request for Proposal (RFP) in B2B procurement?
A. To express interest in a product demonstration.
B. To officially solicit detailed proposals from potential suppliers for a specific project or need.
C. To provide feedback on a supplier’s performance.
D. To cancel an existing contract with a vendor.
24. Which buying situation is characterized by a buyer purchasing a product for the first time and facing a significant degree of uncertainty?
A. Straight Rebuy
B. Modified Rebuy
C. New Task
D. Routine Purchase
25. The ‘Gatekeeper’ role in the buying center is primarily responsible for:
A. Making the final purchase decision.
B. Controlling the flow of information to other members of the buying center.
C. Using the product or service.
D. Evaluating the performance of the chosen supplier.
26. In B2B marketing, ‘relationship marketing’ emphasizes:
A. Short-term, transactional exchanges.
B. Building and maintaining long-term, mutually beneficial partnerships with customers.
C. Aggressively acquiring new customers with minimal focus on retention.
D. Mass marketing campaigns with standardized messaging.
27. Which of the following is an example of a B2B service?
A. A smartphone sold to an individual consumer.
B. Cloud computing services provided to a software company.
C. A car purchased for personal use.
D. Groceries bought by a household.
28. Which of the following is an example of a ‘buying influencer’ who might not be a direct user or decision-maker but can impact the purchase?
A. The CEO making the final budget approval.
B. An IT consultant providing technical specifications.
C. A purchasing manager negotiating the contract.
D. The end-user who will use the product daily.
29. What is the primary goal of account-based marketing (ABM) in B2B?
A. To generate a high volume of leads from a broad market.
B. To target specific, high-value accounts with personalized marketing efforts.
C. To focus solely on inbound marketing strategies.
D. To automate the entire sales process without human intervention.
30. Derived demand in B2B marketing refers to:
A. Demand for products that are easily substituted.
B. Demand for consumer goods that originates from business demand.
C. Demand for business goods that stems from demand for consumer goods.
D. Demand that fluctuates rapidly based on economic conditions.
31. What does ‘lead nurturing’ typically involve in B2B marketing?
A. Immediately closing a sale with a new lead.
B. Providing ongoing, relevant content and communication to potential customers to build trust and guide them through the sales funnel.
C. Scraping contact information from websites without consent.
D. Focusing only on leads that have already expressed strong buying intent.
32. In a ‘Modified Rebuy’ buying situation, what is typically different from a ‘Straight Rebuy’?
A. The product or service is being purchased for the very first time.
B. The buyer wants to change some specifications, price, terms, or supplier.
C. There is no existing relationship with a supplier.
D. The purchase decision involves all new members of the buying center.
33. What is a key consideration for B2B marketers when segmenting their market?
A. Demographics like age and gender are primary.
B. Firmographics (company size, industry, location) and behavioral factors are often more relevant.
C. Emotional appeals are the most effective segmentation strategy.
D. Segmentation is based solely on product price points.
34. Which role within the buying center is responsible for initiating the purchase process by recognizing a need or problem?
A. Gatekeeper
B. User
C. Initiator
D. Decider
35. What is the primary purpose of content marketing in B2B?
A. To directly sell products without providing any background information.
B. To attract, engage, and retain a clearly defined audience by creating and distributing valuable, relevant, and consistent content.
C. To exclusively focus on social media advertising.
D. To solely rely on cold calling to generate leads.
36. When a company buys raw materials from a supplier to manufacture its products, this is an example of:
A. Institutional buying
B. Government buying
C. Reseller buying
D. Producer buying (or Original Equipment Manufacturer – OEM)
37. In Business-to-Business (B2B) marketing, what is the primary characteristic that distinguishes it from Business-to-Consumer (B2C) marketing?
A. The target audience is typically a single individual making a personal purchase.
B. The decision-making process is usually quick and emotional.
C. The purchase decisions are often made by a group or committee and are based on rational factors.
D. The transaction value is generally much lower.
38. What is a significant challenge for B2B marketers in accurately measuring ROI (Return on Investment) for their marketing campaigns?
A. The abundance of readily available consumer data.
B. The long and complex sales cycles, and the involvement of multiple decision-makers, making attribution difficult.
C. The low value of B2B transactions.
D. The lack of digital marketing channels in the B2B space.
39. Which of the following is NOT a typical characteristic of the B2B market?
A. Complex buying processes
B. Geographically concentrated customers
C. High volume, low value transactions
D. Direct and personal relationships
40. What is a key difference in the sales cycle between B2B and B2C marketing?
A. B2B sales cycles are typically shorter and less complex.
B. B2C sales cycles involve more stakeholders and longer negotiation periods.
C. B2B sales cycles are often longer, involving multiple touchpoints and complex negotiations.
D. B2C sales cycles require formal contracts and legal reviews.
41. Which role in the buying center is responsible for evaluating vendor proposals and making recommendations?
A. Initiator
B. Gatekeeper
C. Decider
D. Influencer
42. What does ‘value proposition’ mean in the context of B2B marketing?
A. The lowest price a company can offer.
B. A clear statement of the benefits a company offers to its business customers and why they should choose its offerings over competitors.
C. A guarantee of product quality.
D. A description of the company’s mission statement.
43. Which factor is crucial for developing a successful B2B marketing strategy?
A. Ignoring competitor activities.
B. A deep understanding of the target business customer’s needs and challenges.
C. Solely focusing on product features without considering service.
D. Using generic marketing messages for all industries.
44. The ‘user’ role in the B2B buying center is typically someone who:
A. Authorizes the purchase.
B. Controls the flow of information.
C. Will actually use the product or service.
D. Negotiates the terms of the sale.
45. Which of the following is a characteristic of B2B markets compared to B2C markets?
A. Fewer customers with larger order sizes.
B. Shorter sales cycles and less negotiation.
C. Greater emphasis on emotional buying motives.
D. More standardized product offerings.
46. In Business-to-Business (B2B) marketing, which of the following is the most critical factor differentiating it from Business-to-Consumer (B2C) marketing?
A. The emotional appeal of advertising campaigns.
B. The longer and more complex buying decision process.
C. The primary reliance on mass media channels.
D. The focus on individual consumer preferences.
47. The ‘straight rebuy’ purchasing situation in B2B is characterized by:
A. A new purchase with significant research required.
B. A modification of an existing product or service.
C. A routine purchase of established products from approved suppliers.
D. A complex decision involving many participants.
48. Which of the following is a primary goal of B2B content marketing?
A. To entertain consumers with viral videos.
B. To educate and inform potential business customers about solutions to their problems.
C. To directly solicit sales by promoting discounts.
D. To build a social media following through celebrity endorsements.
49. The objective of account-based marketing (ABM) in B2B is to:
A. Target a broad audience with generic marketing messages.
B. Treat individual customer accounts as markets of one.
C. Focus on lead generation through mass advertising.
D. Automate all marketing processes without human intervention.
50. In B2B marketing, ‘relationship marketing’ emphasizes:
A. Acquiring as many new customers as possible, regardless of long-term value.
B. Building and maintaining long-term, mutually beneficial relationships with customers.
C. Focusing solely on price competition to win deals.
D. Using aggressive sales tactics to close deals quickly.
51. Which of the following is a key difference between B2B and B2C buyer motivations?
A. B2B motivations are primarily emotional, while B2C are rational.
B. B2B motivations are primarily rational and economic, while B2C can be more emotional and personal.
C. Both B2B and B2C motivations are identical.
D. B2B motivations are driven by immediate gratification, while B2C are driven by long-term planning.
52. Which of the following terms describes the process of segmenting a market into distinct groups of business customers with similar needs and characteristics?
A. Market aggregation
B. Market differentiation
C. Market segmentation
D. Market positioning
53. The ‘modified rebuy’ situation in B2B purchasing involves:
A. Buying a product for the first time.
B. Reordering an existing product with minor changes to specifications, price, or supplier.
C. Purchasing a completely new product or service.
D. Routine purchase from a preferred vendor.
54. What is a key characteristic of B2B product/service offerings?
A. High volume, low unit value.
B. Focus on emotional appeal and brand image.
C. Technical specifications and performance are paramount.
D. Short product life cycles and rapid obsolescence.
55. In B2B marketing, the concept of derived demand means that:
A. Demand for B2B products is directly driven by consumer demand.
B. B2B demand is influenced by government regulations.
C. Demand for industrial goods and services is driven by consumer demand for final goods and services.
D. Companies must create their own demand through aggressive advertising.
56. Which of the following is LEAST likely to be a characteristic of B2B advertising?
A. Emphasis on product features and benefits.
B. Use of trade publications and professional journals.
C. Focus on emotional appeals and celebrity endorsements.
D. Longer lead times for campaign planning and execution.
57. In B2B sales, a ‘lead’ typically refers to:
A. A completed sale.
B. A potential customer who has shown interest in a company’s products or services.
C. A competitor’s product.
D. A marketing campaign that has been launched.
58. The term ‘reciprocity’ in B2B relationships refers to:
A. A company buying back its own products.
B. The expectation that business partners will engage in mutually beneficial exchanges.
C. A discount offered for bulk purchases.
D. A legal requirement for all business transactions.
59. In B2B, the concept of ‘organizational buying behavior’ refers to:
A. The purchasing habits of individual employees.
B. The process by which organizations establish the need for products and services and identify, evaluate, and choose among alternative brands and suppliers.
C. The marketing strategies used by companies to target consumers.
D. The ethical guidelines for sales representatives.
60. Which of the following best describes the ‘buying center’ in a B2B context?
A. A physical location where B2B transactions occur.
B. A group of individuals within an organization who participate in the buying decision process.
C. The marketing department responsible for B2B outreach.
D. A system for tracking customer interactions.
61. What is the primary purpose of a Request for Proposal (RFP) in B2B procurement?
A. To thank suppliers for their previous business.
B. To formally invite potential suppliers to submit a bid for a specific project or need.
C. To provide feedback on a supplier’s performance.
D. To announce a new product launch to the market.
62. Which of the following best describes the ‘buying center’ in B2B marketing?
A. A single individual responsible for all purchasing decisions.
B. A group of individuals within an organization who participate in the buying process.
C. The external market research firm hired to find suppliers.
D. The physical location where procurement takes place.
63. Which of the following is an example of a ‘new task’ purchase situation in B2B?
A. Ordering the same office supplies as last month.
B. Purchasing a new software system for the first time to improve efficiency.
C. Renewing a service contract with an existing provider.
D. Buying a slightly different model of a regularly purchased machine.
64. Which of the following is a characteristic of ‘derived demand’ in B2B markets?
A. Demand that fluctuates rapidly with consumer trends.
B. Demand that is directly influenced by government regulations.
C. Demand that is a consequence of demand for other goods and services.
D. Demand that is solely driven by price elasticity.
65. Which role in the buying center is primarily responsible for evaluating supplier proposals and negotiating terms?
A. Initiator
B. User
C. Decider
D. Buyer
66. In B2B, the ‘influencer’ role in the buying center is typically held by someone who:
A. Makes the final purchasing decision.
B. Uses the product or service in their daily work.
C. Provides information or sets criteria that influence the purchase decision.
D. Handles the paperwork and logistics of the purchase.
67. In Business-to-Business (B2B) marketing, which of the following is a fundamental characteristic that differentiates it from Business-to-Consumer (B2C) marketing?
A. Shorter sales cycles and emotional purchasing decisions.
B. Larger transaction values and a focus on individual needs.
C. Fewer stakeholders involved in the decision-making process.
D. A greater emphasis on rational decision-making and long-term relationships.
68. What is the primary goal of account-based marketing (ABM) in B2B?
A. To generate a high volume of leads from a broad audience.
B. To target and engage specific, high-value accounts with personalized campaigns.
C. To focus on product features and benefits without considering the customer’s needs.
D. To rely solely on inbound marketing strategies for lead generation.
69. Which of these is a common characteristic of B2B products and services compared to B2C?
A. Lower price points and mass appeal.
B. Simpler features and less technical complexity.
C. Greater customization and technical specifications.
D. Shorter product lifecycles and rapid obsolescence.
70. In B2B, ‘relationship marketing’ emphasizes:
A. Transactional exchanges with minimal customer interaction.
B. Building and maintaining long-term, mutually beneficial partnerships.
C. Aggressive sales tactics to close deals quickly.
D. Focusing on acquiring new customers rather than retaining existing ones.
71. In B2B marketing, what does the term ‘market segmentation’ refer to?
A. Selling products directly to individual consumers.
B. Dividing the overall market into distinct groups of buyers with similar needs or characteristics.
C. Focusing marketing efforts on a single, large customer.
D. Marketing exclusively through online channels.
72. What is the primary objective when a B2B marketer engages in ‘lead nurturing’?
A. To immediately close a sale with every prospect.
B. To build relationships and provide value to potential customers over time, guiding them through the buying journey.
C. To discard leads that do not convert within the first week.
D. To focus only on the technical specifications of the product.
73. In the ‘supplier selection’ stage of the B2B buying process, what is a crucial factor for buyers?
A. The supplier’s social media follower count.
B. The supplier’s ability to demonstrate reliability, quality, and support.
C. The supplier’s advertising budget and brand recognition.
D. The supplier’s physical location in a convenient area.
74. What is the role of the ‘gatekeeper’ in the B2B buying center?
A. The person who ultimately approves the purchase.
B. The individual who uses the product or service.
C. The person who controls the flow of information to other members of the buying center.
D. The individual who initiates the purchase request.
75. What distinguishes a ‘straight rebuy’ purchase situation in B2B marketing?
A. A new problem that requires a custom solution.
B. A situation where the buyer is making a first-time purchase of a product or service.
C. A routine purchase of an existing product or service from an approved supplier.
D. A purchase that involves significant modification to an existing product.
76. Which of the following best describes the ‘modified rebuy’ purchase situation?
A. A completely new purchase with no prior experience.
B. A routine repurchase of an existing item from the same supplier.
C. A purchase where the buyer wants to modify product specifications, prices, or terms from a previous purchase.
D. An urgent purchase driven by an unexpected event.
77. What is the essence of ‘solution selling’ in B2B marketing?
A. Selling a product based solely on its price.
B. Focusing on identifying and solving a customer’s specific business problems.
C. Pushing generic products to a wide range of businesses.
D. Emphasizing product features over customer benefits.
78. Which of the following is a key characteristic of organizational buying behavior?
A. Impulsive buying and impulse decisions.
B. A focus on immediate gratification and short-term benefits.
C. Derived demand, meaning demand for the product or service originates from demand for other products.
D. A low degree of professionalism and formal purchasing procedures.
79. Which factor is LEAST likely to influence a B2B purchasing decision?
A. Product quality and technical specifications.
B. Supplier reliability and after-sales support.
C. Personal preferences and emotional appeal of the brand.
D. Price and total cost of ownership.
80. In the B2B buying process, what is the primary purpose of the ‘problem recognition’ stage?
A. To select the final vendor from a shortlist.
B. To define the specifications of the product or service needed.
C. To identify an unmet need or opportunity that can be solved by a product or service.
D. To negotiate the terms and conditions of the purchase.
81. What is a primary goal of lead generation in B2B marketing?
A. To increase brand awareness among the general public.
B. To identify and attract potential customers who have shown interest in the company’s offerings.
C. To reduce the cost of goods sold.
D. To manage customer complaints and feedback.
82. Which of the following best describes the typical relationship between B2B buyers and sellers?
A. Transactional and short-term.
B. Highly personal and long-term, often involving partnership.
C. Based solely on price competition.
D. Independent and adversarial.
83. What is the primary characteristic that differentiates business-to-business (B2B) marketing from business-to-consumer (B2C) marketing?
A. Focus on emotional appeals and impulse purchases.
B. Shorter sales cycles and direct consumer interaction.
C. Emphasis on rational decision-making and complex buying processes.
D. Wider audience reach and mass-market advertising.
84. Which of the following is a key characteristic of B2B products and services?
A. Low price points and widespread availability.
B. High customization and technical specifications.
C. Emotional branding and celebrity endorsements.
D. Short product lifecycles and frequent trend changes.
85. Which of the following is a typical component of a B2B sales funnel?
A. Impulse buys and impulse decisions.
B. Awareness, Consideration, Decision, and Loyalty.
C. Brand recall and emotional connection.
D. Mass advertising and celebrity endorsements.
86. What is a common challenge in B2B marketing compared to B2C marketing?
A. Reaching a very large and undifferentiated audience.
B. Dealing with a single decision-maker per purchase.
C. Navigating complex procurement processes and multiple influencers.
D. Selling low-value, easily replaceable products.
87. Which of the following is an example of a B2B marketing channel?
A. Retail store displays.
B. Social media influencer campaigns.
C. Trade shows and industry conferences.
D. Direct-to-consumer e-commerce websites.
88. What does ‘persona development’ in B2B marketing involve?
A. Creating fictional characters representing ideal customers based on research.
B. Developing a company’s brand identity and logo.
C. Designing product packaging for retail.
D. Analyzing financial performance reports.
89. Which of the following is a characteristic of a complex B2B buying process?
A. Quick decision-making with minimal information gathering.
B. Involvement of multiple departments and stakeholders.
C. Focus on individual consumer preferences.
D. Low financial commitment and minimal risk.
90. Which factor is LEAST likely to influence a B2B purchasing decision?
A. The vendor’s reputation and reliability.
B. The product’s technical specifications and performance.
C. The perceived emotional benefit to the individual buyer.
D. The total cost of ownership and return on investment (ROI).
91. What does ‘demand generation’ in B2B marketing aim to achieve?
A. To fulfill existing customer orders.
B. To create awareness and interest in a company’s products or services, driving potential customers to engage.
C. To optimize supply chain logistics.
D. To manage the company’s financial investments.
92. What is the primary purpose of account-based marketing (ABM) in B2B?
A. To target a broad segment of the market with standardized messaging.
B. To focus marketing and sales efforts on a defined set of high-value target accounts.
C. To increase the number of social media followers.
D. To create generic content for broad distribution.
93. What is the primary objective of content marketing in B2B?
A. To generate immediate sales through aggressive product promotion.
B. To provide valuable information and insights that attract and engage a target audience, building trust and authority.
C. To collect personal contact details without consent.
D. To create viral marketing campaigns on social media.
94. Which of the following best describes the concept of ‘solution selling’ in B2B?
A. Selling a product solely based on its features and benefits.
B. Focusing on understanding the customer’s problems and offering tailored solutions.
C. Offering the lowest price for a standard product.
D. Using aggressive sales tactics to close deals quickly.
95. What is the main purpose of a Request for Proposal (RFP) in B2B procurement?
A. To solicit informal bids from potential suppliers.
B. To formally ask potential suppliers to submit detailed proposals for a specific project or need.
C. To announce a company’s new product launch.
D. To gather market research on competitor pricing.
96. In B2B marketing, what does the term ‘buying center’ refer to?
A. A physical location where business deals are finalized.
B. The entire group of individuals within an organization who participate in the purchasing decision process.
C. A software platform used for managing customer relationships.
D. The final customer who purchases the product.
97. What is the role of a ‘gatekeeper’ in the B2B buying center?
A. The person who ultimately makes the purchase decision.
B. The individual who controls the flow of information to other members of the buying center.
C. The person who uses the product or service.
D. The individual who identifies the need for a product or service.
98. Which role in the buying center is responsible for evaluating the technical aspects of a purchase?
A. Initiator
B. Gatekeeper
C. Influencer
D. Technical Expert/User
99. What is the primary goal of a B2B website?
A. To entertain visitors with interactive games.
B. To provide comprehensive product information, generate leads, and support the sales process.
C. To showcase company culture and employee benefits.
D. To facilitate direct consumer purchases.
100. What is a key differentiator for B2B marketing strategies compared to B2C?
A. Focus on mass market appeal over niche targeting.
B. Emphasis on relationship building and ongoing support.
C. Reliance on emotional appeals and impulse purchases.
D. Shorter sales cycles and fewer decision-makers.
