Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

Members of the buying team often have different goals.

Accepted Answer

A) True 
 B)False

Question 3

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

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

In order to use the multi-attribute model, buyers need to determine the relative importance of each specified characteristic.

Accepted Answer

A) True 
 B)False

Question 6

The first step of the buying decision process is __________________________.

Accepted Answer

Recognitio

Question 7

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 8

___________________ 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 9

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 10

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

Accepted Answer

A)  Status Quo Deficiency (SQ
D)  
B)  Complaint 
C)  Negative discrepancy 
D)  Needs gap 
E)  Both a and c are correct 
A)  Status Quo Deficiency (SQ
D)  
B)  Complaint 
C)  Negative discrepancy 
D)  Needs gap 
E)  Both a and c are correct

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

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 13

Sharon has quit her job selling vacuum cleaners door-to-door.Now, she is selling industrial equipment to businesses.Which of the following is one of the changes she can expect?

Accepted Answer

A)  She will call on fewer customers. 
B)  She will have to deal with fewer problems. 
C)  Her job will be much easier. 
D)  She will have much less control of her time. 
E)  All of the above are changes she can expect. 
A)  She will call on fewer customers. 
B)  She will have to deal with fewer problems. 
C)  Her job will be much easier. 
D)  She will have much less control of her time. 
E)  All of the above are changes she can expect.

Question 14

The market in which consumers purchase goods and services for their own use or consumption is called the ____________ market.

Accepted Answer

The answer of The market in which consumers purchase goods...

Question 15

Buying teams will always include someone characterized as the User.

Accepted Answer

A) True 
 B)False

Question 16

RFP is an acronym for:

Accepted Answer

A)  Request for partners 
B)  Request for proposals 
C)  Request for problems 
D)  Ready for a proposal 
E)  Running for President 
A)  Request for partners 
B)  Request for proposals 
C)  Request for problems 
D)  Ready for a proposal 
E)  Running for President

Question 17

Relative to consumer markets, business markets are more likely to exhibit:

Accepted Answer

A)  Customers with greater intelligence 
B)  Customers with more problems 
C)  Higher levels of demand fluctuation 
D)  Customers with lower intelligence 
E)  Customers with fewer problems 
A)  Customers with greater intelligence 
B)  Customers with more problems 
C)  Higher levels of demand fluctuation 
D)  Customers with lower intelligence 
E)  Customers with fewer problems

Question 18

Jennifer worked in retail sales while completing her college degree.After graduating, she took a job as a business-to-business salesperson.Which of the following is one of the changes she can expect?

Accepted Answer

A)  His new customers will be more likely to make a purchase. 
B)  His new customers will be more dependent upon him for information. 
C)  His new customers or more likely to have multiple buying influences. 
D)  He is more likely to establish closer working relationships with this new customers. 
E)  Both c and d are correct 
A)  His new customers will be more likely to make a purchase. 
B)  His new customers will be more dependent upon him for information. 
C)  His new customers or more likely to have multiple buying influences. 
D)  He is more likely to establish closer working relationships with this new customers. 
E)  Both c and d are correct

Question 19

When buyers begin the process of searching for and qualifying potential solution providers, they're likely to use which of the following sources of information?

Accepted Answer

A)  World Wide Web 
B)  Trade associations 
C)  Trade publications 
D)  Trade shows 
E)  All the above 
A)  World Wide Web 
B)  Trade associations 
C)  Trade publications 
D)  Trade shows 
E)  All the above

Question 20

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

Accepted Answer

A)  Evaluative attributes 
B)  "Must-have" attributes 
C)  Functional attributes 
D)  Psychological attributes 
E)  Physiological attributes 
A)  Evaluative attributes 
B)  "Must-have" attributes 
C)  Functional attributes 
D)  Psychological attributes 
E)  Physiological attributes

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

Members of the buying team often have different goals.

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

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

In order to use the multi-attribute model, buyers need to determine the relative importance of each specified characteristic.

The first step of the buying decision process is __________________________.

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

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

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

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

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

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:

Sharon has quit her job selling vacuum cleaners door-to-door.Now, she is selling industrial equipment to businesses.Which of the following is one of the changes she can expect?

The market in which consumers purchase goods and services for their own use or consumption is called the ____________ market.

Buying teams will always include someone characterized as the User.

RFP is an acronym for:

Relative to consumer markets, business markets are more likely to exhibit:

Jennifer worked in retail sales while completing her college degree.After graduating, she took a job as a business-to-business salesperson.Which of the following is one of the changes she can expect?

When buyers begin the process of searching for and qualifying potential solution providers, they're likely to use which of the following sources of information?

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

Filters

Exam 3: Understanding Buyers

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

Members of the buying team often have different goals.

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

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

In order to use the multi-attribute model, buyers need to determine the relative importance of each specified characteristic.

The first step of the buying decision process is __________________________.

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

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

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

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

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

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:

Sharon has quit her job selling vacuum cleaners door-to-door.Now, she is selling industrial equipment to businesses.Which of the following is one of the changes she can expect?

The market in which consumers purchase goods and services for their own use or consumption is called the ____________ market.

Buying teams will always include someone characterized as the User.

RFP is an acronym for:

Relative to consumer markets, business markets are more likely to exhibit:

Jennifer worked in retail sales while completing her college degree.After graduating, she took a job as a business-to-business salesperson.Which of the following is one of the changes she can expect?

When buyers begin the process of searching for and qualifying potential solution providers, they're likely to use which of the following sources of information?

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

Filters