Exam 3: Understanding Buyers

A market composed of firms, institutions, and governments that acquire goods and services to use as input into their own manufacturing processes is called the ___________________ market.

(Short Answer)

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Question 41

RFP stands for "ready for problems," and is a term used by salespeople when uncovering needs.

(True/False)

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Question 42

A buyer's need for "expedited delivery and installation of the product in six weeks or less" reflects a _______________ need (one of the five general types of buyer needs).

(Short Answer)

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Question 43

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

(Short Answer)

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Question 44

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

(Short Answer)

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Question 45

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

(Short Answer)

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Question 46

Which is not considered to be a specific communication style?

(Multiple Choice)

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Question 47

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

(Multiple Choice)

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Question 48

After buyers determine their needs they usually issue an RFP.

(True/False)

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Question 49

Purchase decisions tend to be more complex in business markets than consumer markets.Accordingly, in business markets you are more likely to find (relative to consumer markets):

(Multiple Choice)

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Question 50

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

(Multiple Choice)

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Question 51

EDI is the acronym for ___________________________________.

(Essay)

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Question 52

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

(Short Answer)

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Question 53

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

(True/False)

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Question 54

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

(True/False)

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Question 55

Needs that reflect the desire for feelings of assurance and risk reduction are called?

(Multiple Choice)

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Question 56

Outsourcing allows organizations to focus on their distinctive competencies.

(True/False)

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Question 57

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because your company provides the best training and consultation.Which of the following needs is the buyer expressing?

(Multiple Choice)

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Question 58

Salespeople who are used to selling door-to-door may have difficulty working as business-to-business salespeople because:

(Multiple Choice)

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Question 59

Individuals within an organization who identify a need are called _______________.

(Short Answer)

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Question 60

Showing 41 - 60 of 143

A market composed of firms, institutions, and governments that acquire goods and services to use as input into their own manufacturing processes is called the ___________________ market.

RFP stands for "ready for problems," and is a term used by salespeople when uncovering needs.

A buyer's need for "expedited delivery and installation of the product in six weeks or less" reflects a _______________ need (one of the five general types of buyer needs).

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

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

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

Which is not considered to be a specific communication style?

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

After buyers determine their needs they usually issue an RFP.

Purchase decisions tend to be more complex in business markets than consumer markets.Accordingly, in business markets you are more likely to find (relative to consumer markets):

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

EDI is the acronym for ___________________________________.

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

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

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

Needs that reflect the desire for feelings of assurance and risk reduction are called?

Outsourcing allows organizations to focus on their distinctive competencies.

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because your company provides the best training and consultation.Which of the following needs is the buyer expressing?

Salespeople who are used to selling door-to-door may have difficulty working as business-to-business salespeople because:

Individuals within an organization who identify a need are called _______________.

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

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