1 List and discuss the key characteristics of organizational buying that make it difference from consumer buying
2. What is a buying centre? Describe the roles assumed by people in a buying centre and what useful questions should be raised to guide any analysis of the structure and behaviour of a buying centre.
3. Assume you are a food manufacturer and you are trying to sell your line of imported jams and jellies to a major grocery store chain. Who in the chains buying centre would you expect to attend a meeting with you, and what would each members concerns be?
4.. Think about the materials and parts that go into the manufacturing of automobiles. How does derived demand play a role in this?
5.List the ways to segment the business market.
