Exam 3: Understanding Buyers

If buyers mistakenly believe that a competitor's offering has higher level attributes or qualities than it actually does,salespeople should avoid using competitive depositioning.

(True/False)

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Question 21

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:

(Multiple Choice)

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Question 22

Business-to-business e-commerce is rapidly growing.Nearly all the current growth has been in electronic data interchange over private networks.

(True/False)

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Question 23

While selling to amiables,salespeople should adopt a _____ type of communication style.

(Multiple Choice)

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Question 24

The business market includes:

(Multiple Choice)

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Question 25

In the context of purchasing decisions,the financial risk associated with a purchase is highest in _________.

(Short Answer)

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Question 26

Identify one of the strategies used to plan,create,and deliver an effective presentation.

(Multiple Choice)

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Question 27

Sarah recently bought a bicycle.After a few days of cycling,she realized that she needs a basket attached to the bicycle in which she could keep her bag and other articles while cycling.Sarah's need of a basket is a _____.

(Multiple Choice)

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Question 28

The final phase in the buying process is the _________.

(Short Answer)

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Question 29

Jamie is a salesperson making a sales proposal to a potential customer.During the presentation,she learns that some of the attributes of her product offering will not be able to maximize the buyer's evaluation score when compared to a competitor's offering.Which the following is probably the best strategy for Jamie to follow?

(Multiple Choice)

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Question 30

Allied Co.,a technological firm,requires new data servers.Based on the specifications provided by its engineers,Allied Co.has acquired tenders-from several different companies-for the required number of servers.Now,the company should begin:

(Multiple Choice)

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Question 31

_________ are forms developed by firms and distributed to qualified potential suppliers that help suppliers develop and submit proposals to provide products as specified by a firm.

(Short Answer)

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Question 32

Jason,a salesperson for Green Tools,proposed a sale of solar panels to Timothy Energy Solutions.Timothy Energy Solutions was not willing to get into business with Green Tools,however,because its manager believed that their solar panels were inferior to the ones supplied by Timothy Energy Solutions' conventional suppliers.Jason presented the findings of a certified research body that compared the various solar panels that are offered by different companies.It was evident from the findings that Green Tools' solar panels were superior to those of other companies.This eventually led Timothy Energy Solutions to buy solar panels from Green Tools.Which of the following strategies was used by Jason to procure the business?

(Multiple Choice)

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Question 33

In the context of purchasing decisions,a(n)_________ encounters the lowest number of buying influences.

(Short Answer)

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Question 34

If a buyer is evaluating a sales offering on its ability to meet standards,the buyer is assessing the sales offering on the basis of a _____.

(Multiple Choice)

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Question 35

In the context of types of buyers,the _________ consists of firms,institutions,and governments.

(Short Answer)

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Question 36

The multiattribute model for evaluating solution alternatives utilizes exponential moving averages.

(True/False)

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Question 37

Due to an increase in the usage of information technology in the buying process:

(Multiple Choice)

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Question 38

In modified rebuy decisions,the buyer has no past experience in purchasing a product.

(True/False)

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Question 39

Reductions in the size of the customer base and increased usage of supply chain management have led to:

(Multiple Choice)

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Question 40

Showing 21 - 40 of 71

If buyers mistakenly believe that a competitor's offering has higher level attributes or qualities than it actually does,salespeople should avoid using competitive depositioning.

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:

Business-to-business e-commerce is rapidly growing.Nearly all the current growth has been in electronic data interchange over private networks.

While selling to amiables,salespeople should adopt a _____ type of communication style.

The business market includes:

In the context of purchasing decisions,the financial risk associated with a purchase is highest in _________.

Identify one of the strategies used to plan,create,and deliver an effective presentation.

Sarah recently bought a bicycle.After a few days of cycling,she realized that she needs a basket attached to the bicycle in which she could keep her bag and other articles while cycling.Sarah's need of a basket is a _____.

The final phase in the buying process is the _________.

Allied Co.,a technological firm,requires new data servers.Based on the specifications provided by its engineers,Allied Co.has acquired tenders-from several different companies-for the required number of servers.Now,the company should begin:

_________ are forms developed by firms and distributed to qualified potential suppliers that help suppliers develop and submit proposals to provide products as specified by a firm.

In the context of purchasing decisions,a(n)_________ encounters the lowest number of buying influences.

If a buyer is evaluating a sales offering on its ability to meet standards,the buyer is assessing the sales offering on the basis of a _____.

In the context of types of buyers,the _________ consists of firms,institutions,and governments.

The multiattribute model for evaluating solution alternatives utilizes exponential moving averages.

Due to an increase in the usage of information technology in the buying process:

In modified rebuy decisions,the buyer has no past experience in purchasing a product.

Reductions in the size of the customer base and increased usage of supply chain management have led to:

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 Communication Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Exam 3: Understanding Buyers

If buyers mistakenly believe that a competitor's offering has higher level attributes or qualities than it actually does,salespeople should avoid using competitive depositioning.

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:​

Business-to-business e-commerce is rapidly growing.Nearly all the current growth has been in electronic data interchange over private networks.

While selling to amiables,salespeople should adopt a _____ type of communication style.​

The business market includes:​

In the context of purchasing decisions,the financial risk associated with a purchase is highest in _________.​

Identify one of the strategies used to plan,create,and deliver an effective presentation.​

Sarah recently bought a bicycle.After a few days of cycling,she realized that she needs a basket attached to the bicycle in which she could keep her bag and other articles while cycling.Sarah's need of a basket is a _____.​

The final phase in the buying process is the _________.

Allied Co.,a technological firm,requires new data servers.Based on the specifications provided by its engineers,Allied Co.has acquired tenders-from several different companies-for the required number of servers.Now,the company should begin:​

_________ are forms developed by firms and distributed to qualified potential suppliers that help suppliers develop and submit proposals to provide products as specified by a firm.

In the context of purchasing decisions,a(n)_________ encounters the lowest number of buying influences.

If a buyer is evaluating a sales offering on its ability to meet standards,the buyer is assessing the sales offering on the basis of a _____.​

In the context of types of buyers,the _________ consists of firms,institutions,and governments.

The multiattribute model for evaluating solution alternatives utilizes exponential moving averages.

Due to an increase in the usage of information technology in the buying process:​

​In modified rebuy decisions,the buyer has no past experience in purchasing a product.

Reductions in the size of the customer base and increased usage of supply chain management have led to:​

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 Communication Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

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:

While selling to amiables,salespeople should adopt a _____ type of communication style.

The business market includes:

In the context of purchasing decisions,the financial risk associated with a purchase is highest in _________.

Identify one of the strategies used to plan,create,and deliver an effective presentation.

Sarah recently bought a bicycle.After a few days of cycling,she realized that she needs a basket attached to the bicycle in which she could keep her bag and other articles while cycling.Sarah's need of a basket is a _____.

Allied Co.,a technological firm,requires new data servers.Based on the specifications provided by its engineers,Allied Co.has acquired tenders-from several different companies-for the required number of servers.Now,the company should begin:

If a buyer is evaluating a sales offering on its ability to meet standards,the buyer is assessing the sales offering on the basis of a _____.

Due to an increase in the usage of information technology in the buying process:

In modified rebuy decisions,the buyer has no past experience in purchasing a product.

Reductions in the size of the customer base and increased usage of supply chain management have led to: