Exam 3: Understanding Buyers

Needs which represent the need for a specific core task to be performed are called?

The last stage of the buying process is usually accomplished only after the purchase decision has been made.

Sharon has quit her job selling vacuum cleaners door-to-door. Now, she is selling industrial equipment to businesses. Which of the following is one of the changes she can expect?

Which of the following is not a strategy for improving the chances that the buyer will evaluate your offer as most favorable?

_____________ needs are needs that are contingent on, and often a result of, conditions related to the specific environment, time, and place.

Which of the following is not one of the general types of purchasing decisions?

Business markets are characterized as having multiple buying influences.

Outsourcing refers to the externalizing of a business function that was previously internalized.

Individuals who are high on the assertiveness measure and high and responsiveness measure are known as __________________.

___________ needs refers to the desire for personal development, information, and knowledge to increase thought and understanding as to how and why things happen.

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because you offer a long warranty and a liberal return policy. Which of the following needs is the buyer expressing?

The multi-attribute model for weighting solution alternatives is rarely used by business organizations because it involves complex math.

An individual buying office supplies for an organization is operating in the consumer market.

The evaluative attributes which the salesperson's core product's performance can affect are called?

The evaluative attributes which the salesperson can affect through value-added service (beyond what the core product offers) are called?

It is important for salespeople to maintain a good relationship with Gatekeepers.

Most consumer markets are characterized as having derived demand.

Suppose that, as a salesperson, you know that one of your potential buyers uses the multi-attribute model when making purchase decisions. Before making your proposal, you should probably try to accomplish which of the following?

The desire to belong to a particular reference group leads to psychological needs.

When demand increases in the consumer market, the business market reacts by accelerating the buildup of inventories and increasing plant capacity. This phenomenon is known as the ______________ principle.