Question 1

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 2

_______________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 3

Ethan is a "team player" and likes to avoid taking risks. He is also considered warm, flexible, and rather spontaneous. With respect to the Communication Styles Matrix, Ethan is a(n)__________________

Accepted Answer

A)  Assertive 
B)  Amiable 
C)  Expressive 
D)  Analytical 
E)  Driver 
A)  Assertive 
B)  Amiable 
C)  Expressive 
D)  Analytical 
E)  Driver

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

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 6

RFP stands for _________________________________________.

Accepted Answer

Request fo

Question 7

It is important for salespeople to maintain a good relationship with Gatekeepers.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is necessary for using the multi-attribute model?

Accepted Answer

A)  An assessment of how well the product or supplier performs in meeting each of the specified characteristics 
B)  A proposal from all possible solution providers 
C)  An assessment of which potential supplier offers the best solution 
D)  The relative importance of each specified characteristic 
E)  Both a and d 
A)  An assessment of how well the product or supplier performs in meeting each of the specified characteristics 
B)  A proposal from all possible solution providers 
C)  An assessment of which potential supplier offers the best solution 
D)  The relative importance of each specified characteristic 
E)  Both a and d

Question 9

Members of the business markets include:

Accepted Answer

A)  Firms, institutions, and governments 
B)  Firms, consumers, and governments 
C)  End-users, consumers, and governments 
D)  Industrial and consumer 
E)  None of the above 
A)  Firms, institutions, and governments 
B)  Firms, consumers, and governments 
C)  End-users, consumers, and governments 
D)  Industrial and consumer 
E)  None of the above

Question 10

For most purchasing agents, the most common type of buying decision is new task.

Accepted Answer

A) True 
 B)False

Question 11

The individual within an organization who first identifies a need or problem is called the Instigator.

Accepted Answer

A) True 
 B)False

Question 12

Individuals within an organization who actually use the product being purchased are called _________.

Accepted Answer

The answer of Individuals within an organization who actually use...

Question 13

The category of attributes referring to how things are carried out and done between the buyer and seller is called physiological attributes.

Accepted Answer

A) True 
 B)False

Question 14

The only type of needs business buyers have are functional needs.

Accepted Answer

A) True 
 B)False

Question 15

Individuals within an organization who guide the decision process by making recommendations and expressing preferences are called _______________.

Accepted Answer

The answer of Individuals within an organization who guide the...

Question 16

Although not a computer aficionado, Wayne, is directly responsible for, and has sole authority over, the technology budget. As a member of the buying team when his company is making bulk computer purchases, Wayne must ensure proposals from computer suppliers are appropriate and financially attractive. Which of the following buying team roles is Wayne most likely to be filling?

Accepted Answer

A)  Decider 
B)  Influencer 
C)  Purchaser 
D)  Agent 
E)  Gatekeeper 
A)  Decider 
B)  Influencer 
C)  Purchaser 
D)  Agent 
E)  Gatekeeper

Question 17

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 18

A buyer's need for "understanding the new technology associated with a particular purchase" reflects a _______________ need (one of the five general types of buyer needs).

Accepted Answer

The answer of A buyer's need for "understanding the new...

Question 19

A salesperson engaged in _______________________________provides information to evidence a more accurate and less favorable picture of the competitors attributes.

Accepted Answer

Competitiv

Question 20

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

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

_______________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.

Ethan is a "team player" and likes to avoid taking risks. He is also considered warm, flexible, and rather spontaneous. With respect to the Communication Styles Matrix, Ethan is a(n)__________________

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

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:

RFP stands for _________________________________________.

It is important for salespeople to maintain a good relationship with Gatekeepers.

Which of the following is necessary for using the multi-attribute model?

Members of the business markets include:

For most purchasing agents, the most common type of buying decision is new task.

The individual within an organization who first identifies a need or problem is called the Instigator.

Individuals within an organization who actually use the product being purchased are called _________.

The category of attributes referring to how things are carried out and done between the buyer and seller is called physiological attributes.

The only type of needs business buyers have are functional needs.

Individuals within an organization who guide the decision process by making recommendations and expressing preferences are called _______________.

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

A buyer's need for "understanding the new technology associated with a particular purchase" reflects a _______________ need (one of the five general types of buyer needs).

A salesperson engaged in _______________________________provides information to evidence a more accurate and less favorable picture of the competitors attributes.

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?

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

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

_______________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.

Ethan is a "team player" and likes to avoid taking risks. He is also considered warm, flexible, and rather spontaneous. With respect to the Communication Styles Matrix, Ethan is a(n)__________________

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

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:

RFP stands for _________________________________________.

It is important for salespeople to maintain a good relationship with Gatekeepers.

Which of the following is necessary for using the multi-attribute model?

Members of the business markets include:

For most purchasing agents, the most common type of buying decision is new task.

The individual within an organization who first identifies a need or problem is called the Instigator.

Individuals within an organization who actually use the product being purchased are called _________.

The category of attributes referring to how things are carried out and done between the buyer and seller is called physiological attributes.

The only type of needs business buyers have are functional needs.

Individuals within an organization who guide the decision process by making recommendations and expressing preferences are called _______________.

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

A buyer's need for "understanding the new technology associated with a particular purchase" reflects a _______________ need (one of the five general types of buyer needs).

A salesperson engaged in _______________________________provides information to evidence a more accurate and less favorable picture of the competitors attributes.

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?

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