Exam 3: Understanding Buyers

Tammy, an IT engineer, is considered a computer technology expert and, because of her expertise, is often asked to serve as a member of the buying team when her company is making bulk computer purchases. Which of the following buying team roles is Tammy most likely to be filling?

Jeff is working on his computer when a sudden power surge causes the computer to quit working. Jeff is unable to turn the computer back on and is concerned because he relies heavily on his computer to do his job. Jeff is most likely in which stage of the buying decision process?

The category of attributes referring to what the product actually does or is expected to do is called functional attributes.

_______________refers to the level of feelings and sociability an individual openly displays.

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

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

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

Which the following is not a step in the buying process?

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

Which of the following best describes derived demand?

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

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

Linda is an administrative coordinator who relies on computers to complete her work. Linda is often asked to serve as a member of the buying team when her company is making bulk computer purchases. Which of the following buying team roles is Linda most likely to be filling?

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because their other supplier is experiencing temporary production problems.Which of the following needs is the buyer expressing?

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

In professional selling, salespeople play an important role in the buyer's post purchase evaluation.

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

A buyer's need for "assurance that the buyer can complete installation in six weeks" reflects a _______________ need (one of the five general types of buyer needs).

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

Business markets are subject to the acceleration principle.