Question 1

One of the major trends affecting purchasing is the increasing use of information technology.

Accepted Answer

A) True 
 B)False

Question 2

When making post-purchase evaluations most buyers take into consideration functional attributes and "delighter" attributes.

Accepted Answer

A) True 
 B)False

Question 3

Business markets are subject to the acceleration pinciple.

Accepted Answer

A) True 
 B)False

Question 4

A salesperson's best chance for making a sale is to get involved with the buyer when they are in the ____ stage of the buying process?

Accepted Answer

A)  Recognition of need 
B)  Acquisition of proposals 
C)  Search for solution providers 
D)  Final 
E)  All the above 
A)  Recognition of need 
B)  Acquisition of proposals 
C)  Search for solution providers 
D)  Final 
E)  All the above

Question 5

There is no difference between a Decider and a Purchaser.

Accepted Answer

A) True 
 B)False

Question 6

One of the major trends affecting purchasing is supply chain management.

Accepted Answer

A) True 
 B)False

Question 7

The demand for computer chips is based on the demand for computers. This characteristic is known as _____________demand.

Accepted Answer

The answer of The demand for computer chips is based...

Question 8

The buying process for consumers is usually more complex than the buying process for businesses.

Accepted Answer

A) True 
 B)False

Question 9

The _______________________refers to a perceived difference between a buyer's desired and actual state of being.

Accepted Answer

The answer of The _______________________refers to a perceived difference between...

Question 10

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because Fortune 500 companies use it. Which of the following needs is the buyer expressing?

Accepted Answer

A)  Situational needs 
B)  Functional needs 
C)  Social needs 
D)  Psychological needs 
E)  Knowledge needs 
A)  Situational needs 
B)  Functional needs 
C)  Social needs 
D)  Psychological needs 
E)  Knowledge needs

Question 11

_______________refers to the degree to which a person holds opinions about issues and attempts to dominate or control situations by directing the thoughts and actions of others.

Accepted Answer

The answer of _______________refers to the degree to which a...

Question 12

A state of being based on what the buyer desires is called the ____________ state.

Accepted Answer

The answer of A state of being based on what...

Question 13

The evaluative attributes related to what the product actually does or is expected to do are called?

Accepted Answer

A)  Evaluative attributes 
B)  "Delighter" attributes 
C)  Functional attributes 
D)  Psychological attributes 
E)  Physiological attributes 
A)  Evaluative attributes 
B)  "Delighter" attributes 
C)  Functional attributes 
D)  Psychological attributes 
E)  Physiological attributes

Question 14

Which of the following is the most common categorization of buyers:

Accepted Answer

A)  Consumers and end users 
B)  Business and intermediaries 
C)  Consumer and business 
D)  Government and business 
E)  Government and intermediaries 
A)  Consumers and end users 
B)  Business and intermediaries 
C)  Consumer and business 
D)  Government and business 
E)  Government and intermediaries

Question 15

Individuals who are low and assertiveness and high and responsiveness referred to as ______________.

Accepted Answer

The answer of Individuals who are low and assertiveness and...

Question 16

The two general categories of attributes making up the two-factor model of evaluation are?

Accepted Answer

A)  Functional and "must-have" attributes 
B)  "must-have" and evaluative attributes 
C)  Functional and evaluative attributes 
D)  Function and psychological attributes 
E)  Evaluative and "delighter" attributes 
A)  Functional and "must-have" attributes 
B)  "must-have" and evaluative attributes 
C)  Functional and evaluative attributes 
D)  Function and psychological attributes 
E)  Evaluative and "delighter" attributes

Question 17

Which of the following is not one of the types of buyer needs?

Accepted Answer

A)  Functional 
B)  Social 
C)  Physiological 
D)  Situation 
E)  None of the above are types of buyer needs 
A)  Functional 
B)  Social 
C)  Physiological 
D)  Situation 
E)  None of the above are types of buyer needs

Question 18

The most common categorization of buyers place them into either consumer markets or business markets.

Accepted Answer

A) True 
 B)False

Question 19

A buyer's motivation to make a purchase begins when he/she:

Accepted Answer

A)  Identifies a needs gap 
B)  Talks with a salesperson 
C)  Evaluates proposals 
D)  Searches for information 
E)  Makes a purchase 
A)  Identifies a needs gap 
B)  Talks with a salesperson 
C)  Evaluates proposals 
D)  Searches for information 
E)  Makes a purchase

Question 20

Buyers are increasingly dependent on salespeople to provide knowledge in addition to the core products they're selling.

Accepted Answer

A) True 
 B)False

One of the major trends affecting purchasing is the increasing use of information technology.

When making post-purchase evaluations most buyers take into consideration functional attributes and "delighter" attributes.

Business markets are subject to the acceleration pinciple.

A salesperson's best chance for making a sale is to get involved with the buyer when they are in the ____ stage of the buying process?

There is no difference between a Decider and a Purchaser.

One of the major trends affecting purchasing is supply chain management.

The demand for computer chips is based on the demand for computers. This characteristic is known as _____________demand.

The buying process for consumers is usually more complex than the buying process for businesses.

The _______________________refers to a perceived difference between a buyer's desired and actual state of being.

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because Fortune 500 companies use it. Which of the following needs is the buyer expressing?

_______________refers to the degree to which a person holds opinions about issues and attempts to dominate or control situations by directing the thoughts and actions of others.

A state of being based on what the buyer desires is called the ____________ state.

The evaluative attributes related to what the product actually does or is expected to do are called?

Which of the following is the most common categorization of buyers:

Individuals who are low and assertiveness and high and responsiveness referred to as ______________.

The two general categories of attributes making up the two-factor model of evaluation are?

Which of the following is not one of the types of buyer needs?

The most common categorization of buyers place them into either consumer markets or business markets.

A buyer's motivation to make a purchase begins when he/she:

Buyers are increasingly dependent on salespeople to provide knowledge in addition to the core products they're selling.

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

One of the major trends affecting purchasing is the increasing use of information technology.

When making post-purchase evaluations most buyers take into consideration functional attributes and "delighter" attributes.

Business markets are subject to the acceleration pinciple.

A salesperson's best chance for making a sale is to get involved with the buyer when they are in the ____ stage of the buying process?

There is no difference between a Decider and a Purchaser.

One of the major trends affecting purchasing is supply chain management.

The demand for computer chips is based on the demand for computers. This characteristic is known as _____________demand.

The buying process for consumers is usually more complex than the buying process for businesses.

The _______________________refers to a perceived difference between a buyer's desired and actual state of being.

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because Fortune 500 companies use it. Which of the following needs is the buyer expressing?

_______________refers to the degree to which a person holds opinions about issues and attempts to dominate or control situations by directing the thoughts and actions of others.

A state of being based on what the buyer desires is called the ____________ state.

The evaluative attributes related to what the product actually does or is expected to do are called?

Which of the following is the most common categorization of buyers:

Individuals who are low and assertiveness and high and responsiveness referred to as ______________.

The two general categories of attributes making up the two-factor model of evaluation are?

Which of the following is not one of the types of buyer needs?

The most common categorization of buyers place them into either consumer markets or business markets.

A buyer's motivation to make a purchase begins when he/she:

Buyers are increasingly dependent on salespeople to provide knowledge in addition to the core products they're selling.

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