Question 1

Which is not considered to be a specific communication style ?

Accepted Answer

A)  assertives 
B)  amiables 
C)  expressives 
D)  analyticals 
E)  drivers 
A)  assertives 
B)  amiables 
C)  expressives 
D)  analyticals 
E)  drivers

Question 2

___________________ attributes refer to the features and characteristics that are related to what the product actually does or is expected to do.

Accepted Answer

The answer of ___________________ attributes refer to the features and...

Question 3

The needs of the business buyer tend to be more complex than the consumers' needs.

Accepted Answer

A) True 
 B)False

Question 4

____________ needs are needs for a specific or task or function to be performed.

Accepted Answer

The answer of ____________ needs are needs for a specific...

Question 5

Once the buyer has completed phase three of the buying process (a description of the characteristics of the item and quantity needed), the buyer should:

Accepted Answer

A)  Begin searching for and qualifying potential solution providers. 
B)  Start analyzing proposals. 
C)  Attempt to determine the needs. 
D)  Evaluate the solution. 
E)  Make sure the salesperson is able to deliver a customized solution. 
A)  Begin searching for and qualifying potential solution providers. 
B)  Start analyzing proposals. 
C)  Attempt to determine the needs. 
D)  Evaluate the solution. 
E)  Make sure the salesperson is able to deliver a customized solution.

Question 6

If a buyer mistakenly believes that a competitor's offering has higher level attributes or qualities than it actually does, the salesperson should attempt to:

Accepted Answer

A)  Alter the buyer's beliefs about the competitor's offering 
B)  Reassure the buyer that your product is superior 
C)  Alter the importance weights the buyer's using 
D)  Describe the difficulties the buyer will have if they choose the competitor's offer 
E)  Both b and d 
A)  Alter the buyer's beliefs about the competitor's offering 
B)  Reassure the buyer that your product is superior 
C)  Alter the importance weights the buyer's using 
D)  Describe the difficulties the buyer will have if they choose the competitor's offer 
E)  Both b and d

Question 7

The difference between a buyer's desired state and his/her actual state is referred to as a needs gap.

Accepted Answer

A) True 
 B)False

Question 8

Typically, buyers involved in new task purchasing decisions rely more heavily on outside information than do buyers involved in modified rebuys.

Accepted Answer

A) True 
 B)False

Question 9

The _______________________ model of evaluation is a post-purchase evaluation process buyers use that evaluates a product purchase using functional and psychological attributes.

Accepted Answer

The answer of The _______________________ model of evaluation is a...

Question 10

RFP stands for _________________________________________.

Accepted Answer

Request fo

Question 11

Buying teams are involved in new task buying decisions more often than straight rebuys.

Accepted Answer

A) True 
 B)False

Question 12

Today, both buyers and sellers are increasingly looking to form mutually satisfying long-term relationships with their suppliers and customers respectively.

Accepted Answer

A) True 
 B)False

Question 13

Straight rebuy and modified rebuy both refer to types of purchasing decisions.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is not a characteristic that distinguishes business markets from consumer markets?

Accepted Answer

A)  Derived demand 
B)  Multiple buying influences 
C)  Buyers are larger but fewer number 
D)  Buyers make purchase decisions more often 
E)  All of the above 
A)  Derived demand 
B)  Multiple buying influences 
C)  Buyers are larger but fewer number 
D)  Buyers make purchase decisions more often 
E)  All of the above

Question 15

Which of the following is not a member of the buying center?

Accepted Answer

A)  Initiator 
B)  User 
C)  Purchaser 
D)  Agent 
E)  Gatekeeper 
A)  Initiator 
B)  User 
C)  Purchaser 
D)  Agent 
E)  Gatekeeper

Question 16

The member of the buying circle who controls the flow of information is called the ____?

Accepted Answer

A)  Initiator 
B)  User 
C)  Purchaser 
D)  Agent 
E)  Gatekeeper 
A)  Initiator 
B)  User 
C)  Purchaser 
D)  Agent 
E)  Gatekeeper

Question 17

It is important for salespeople to be familiar with the basic types of buyer needs to help ensure that:

Accepted Answer

A)  The buyer is happy with your product. 
B)  No significant problems or needs have been overlooked in the process of needs discovery. 
C)  The buyer will learn to trust the salesperson. 
D)  The salesperson will always be able to match benefits to the needs of the buyer. 
E)  None of the above. 
A)  The buyer is happy with your product. 
B)  No significant problems or needs have been overlooked in the process of needs discovery. 
C)  The buyer will learn to trust the salesperson. 
D)  The salesperson will always be able to match benefits to the needs of the buyer. 
E)  None of the above.

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

________________ refers to a purchase decision that occurs when a buyer has experience in purchasing a similar product in the past but is interested in acquiring additional information regarding alternative products and/or suppliers.

Accepted Answer

The answer of ________________ refers to a purchase decision that...

Question 20

One of the current developments in purchasing is a relationship emphasis on cooperation and ________________.

Accepted Answer

The answer of One of the current developments in purchasing...

Which is not considered to be a specific communication style ?

___________________ attributes refer to the features and characteristics that are related to what the product actually does or is expected to do.

The needs of the business buyer tend to be more complex than the consumers' needs.

____________ needs are needs for a specific or task or function to be performed.

Once the buyer has completed phase three of the buying process (a description of the characteristics of the item and quantity needed), the buyer should:

If a buyer mistakenly believes that a competitor's offering has higher level attributes or qualities than it actually does, the salesperson should attempt to:

The difference between a buyer's desired state and his/her actual state is referred to as a needs gap.

Typically, buyers involved in new task purchasing decisions rely more heavily on outside information than do buyers involved in modified rebuys.

The _______________________ model of evaluation is a post-purchase evaluation process buyers use that evaluates a product purchase using functional and psychological attributes.

RFP stands for _________________________________________.

Buying teams are involved in new task buying decisions more often than straight rebuys.

Today, both buyers and sellers are increasingly looking to form mutually satisfying long-term relationships with their suppliers and customers respectively.

Straight rebuy and modified rebuy both refer to types of purchasing decisions.

Which of the following is not a characteristic that distinguishes business markets from consumer markets?

Which of the following is not a member of the buying center?

The member of the buying circle who controls the flow of information is called the ____?

It is important for salespeople to be familiar with the basic types of buyer needs to help ensure that:

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

________________ refers to a purchase decision that occurs when a buyer has experience in purchasing a similar product in the past but is interested in acquiring additional information regarding alternative products and/or suppliers.

One of the current developments in purchasing is a relationship emphasis on cooperation and ________________.

Overview of Personal Selling

Building Trust and Sales Ethics

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters

Exam 3: Understanding Buyers

Which is not considered to be a specific communication style ?

___________________ attributes refer to the features and characteristics that are related to what the product actually does or is expected to do.

The needs of the business buyer tend to be more complex than the consumers' needs.

____________ needs are needs for a specific or task or function to be performed.

Once the buyer has completed phase three of the buying process (a description of the characteristics of the item and quantity needed), the buyer should:

If a buyer mistakenly believes that a competitor's offering has higher level attributes or qualities than it actually does, the salesperson should attempt to:

The difference between a buyer's desired state and his/her actual state is referred to as a needs gap.

Typically, buyers involved in new task purchasing decisions rely more heavily on outside information than do buyers involved in modified rebuys.

The _______________________ model of evaluation is a post-purchase evaluation process buyers use that evaluates a product purchase using functional and psychological attributes.

RFP stands for _________________________________________.

Buying teams are involved in new task buying decisions more often than straight rebuys.

Today, both buyers and sellers are increasingly looking to form mutually satisfying long-term relationships with their suppliers and customers respectively.

Straight rebuy and modified rebuy both refer to types of purchasing decisions.

Which of the following is not a characteristic that distinguishes business markets from consumer markets?

Which of the following is not a member of the buying center?

The member of the buying circle who controls the flow of information is called the ____?

It is important for salespeople to be familiar with the basic types of buyer needs to help ensure that:

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

________________ refers to a purchase decision that occurs when a buyer has experience in purchasing a similar product in the past but is interested in acquiring additional information regarding alternative products and/or suppliers.

One of the current developments in purchasing is a relationship emphasis on cooperation and ________________.

Overview of Personal Selling

Building Trust and Sales Ethics

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters