The importance of the study of organizational buyer behavior to the personal selling function is that the personal seller can easily realize the expectation of the organizations.

It also assists in determining what makes organizations buy a certain product.

It gives the seller the proper ideas on the type of products preferred by organization buyers such that they can quickly make them available.

It also ensures the seller understands how the organization buyer operates in terms of payments, quality, quantity, and the purpose in which they are buying.

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3 years ago

Jacob is a senior manager at Aries LLC. He has been earning significant bonuses in addition to his salary. He often misrepresent

Mila [183]

The name of the concept which is illustrated in this scenario about Jacob seeking deals that would benefit his own interests more than the company he is representing is known as:

B. Self dealing

According to the given question, we are asked to state the name of the concept which is illustrated in this scenario about Jacob seeking deals that would benefit his own interests more than the company he is representing.

As a result of this, we can see that Jacob is self dealing because he is acting in his own interests in order to get significant bonuses in addition to his salary.

Therefore, the correct answer is option B