Exam 3: Understanding Buyers

In business markets, buyers are larger and greater number.

Individuals within an organization who have the ultimate responsibility of determining which product or service will be purchased are called ________________.

The second stage of the buying process is to determine the general characteristics of a solution to a particular problem or need. As a salesperson, you should want to assist the buyer as they move through this stage because:

_____________ price refers to the price buyers determine for their final product through information gathered from research in the marketplace.

Today, organizations are becoming more competitive with their suppliers.

Generally speaking, business markets experience higher levels of demand fluctuation than to consumer markets.

________________ refers to a purse decision that occurs when a buyer is purchasing a product or service for the first time.

Which of the following best describes derived demand?

The only type of needs business buyers have are functional needs.

____________ needs are needs for acceptance from an association with others.

In market which consumers purchase goods and services rather use and function is called the ____________ market.

When using the multi-attribute model for evaluating suppliers and products, buyers must remember to:

Which of the following is necessary for using the multi-attribute model?

A salesperson engaged in _______________________________provides information to evidence a more accurate and less favorable picture of the competitors attributes.

The least important member of the buying team is the Gatekeeper.

_________________ refers to a purchase decision resulting from an ongoing purchasing relationship with a supplier.

Members of the buying team will almost always have the same goals.

A business organization wanting to increase it's interdependence with its suppliers in an effort to reduce risk and increase profitability, may wish to explore the concept of?

The evaluative attributes related to how things are carried out and done between the buyer and the seller are called?

The most common type of buying decision for most purchasing agents is new task.