Question 1

A potential buyer will spend more time gathering information in which type of purchasing decision?

Accepted Answer

A)  Straight rebuys 
B)  Modified rebuys 
C)  Repetitive rebuys 
D)  New tasks 
E)  All of the above are general types of purchasing decisions 
A)  Straight rebuys 
B)  Modified rebuys 
C)  Repetitive rebuys 
D)  New tasks 
E)  All of the above are general types of purchasing decisions

Question 2

In business markets, buyers are larger and greater in number.

Accepted Answer

A) True 
 B)False

Question 3

Needs which represent the desire for personal development and information are called?

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

A potential buyer will spend more time gathering information in which type of purchasing decision?

In business markets, buyers are larger and greater in number.

Needs which represent the desire for personal development and information 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

A potential buyer will spend more time gathering information in which type of purchasing decision?

In business markets, buyers are larger and greater in number.

Needs which represent the desire for personal development and information 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