Question 1

The buyer resolution theory states that buyers need to resolve the answers to which five questions?

Accepted Answer

1.Why should I buy?
2.What sho

Question 2

Within most cultures are groups whose members share value systems based on common life experiences and situations. We call such a group a(n)________.

Accepted Answer

The answer of Within most cultures are groups whose members...

Question 3

Buyer behavior is often influenced by perception.

Accepted Answer

A) True 
 B)False

Question 4

Which buyer behavior theory focuses the salesperson's attention on five important factors that the customer is likely to consider before making a purchase?
A)buyer-action theory
B)compulsive buying theory
C)need satisfaction theory
D)buyer resolution theory
E)feature benefit theory

Accepted Answer

The answer of Which buyer behavior theory focuses the salesperson's...

Question 5

The person who withdraws money from a savings account and uses this money to buy government bonds at a higher return on investment is very likely guided by rational buying motives.

Accepted Answer

A) True 
 B)False

Question 6

Salespeople should most likely think of needs in terms of:
A)the product
B)the industry as a whole
C)the typical customer
D)each specific customer
E)the competition

Accepted Answer

The answer of Salespeople should most likely think of needs...

Question 7

The first stage in the typical buying process is evaluation of solutions.

Accepted Answer

A) True 
 B)False

Question 8

RealPlan sells a calendar/messaging/paperwork center that helps working parents organize their families' schedules and paperwork. The product has received positive feedback from buyers, and it is priced comparably to normal planners even though it offers more features and benefits. RealPlan has been selling various planning products to consumers for 10 years, and managers at the firm see an opportunity to move into the business market with a software version of the popular planner. 
-Sarah,a RealPlan sales representative,recently sold a software package to Mario,the owner of a small business. How can Sarah most likely create value for Mario now that the sale is complete?
A)send Mario product brochures
B)become personal friends with Mario
C)continue to contact Mario to ask for referrals
D)provide additional software training to Mario
E)explain the many software benefits to Mario

Accepted Answer

The answer of RealPlan sells a calendar/messaging/paperwork center that helps...

Question 9

The process through which sensations are interpreted,using our knowledge and experience,is called ________.

Accepted Answer

The answer of The process through which sensations are interpreted,using...

Question 10

Systems selling appeals to buyers who prefer to purchase individual products from a variety of sellers.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following statements about social class is most likely true?

Accepted Answer

A) People in lower social classes purchase items less impulsively than upper social class shoppers. 
B) Social scientists agree that there are an unlimited number of social classes. 
C) Self-made millionaires possess inherited wealth,often acquired several generations before. 
D) It is virtually impossible to move from one social class to another. 
E) Social class is determined by a combination of factors such as income,education,occupation,and accumulated wealth. 
A) People in lower social classes purchase items less impulsively than upper social class shoppers. 
B) Social scientists agree that there are an unlimited number of social classes. 
C) Self-made millionaires possess inherited wealth,often acquired several generations before. 
D) It is virtually impossible to move from one social class to another. 
E) Social class is determined by a combination of factors such as income,education,occupation,and accumulated wealth.

Question 12

Which stage in the typical buying process occurs after a customer has evaluated solutions but before a purchase is made?
A)resolution of problems
B)needs awareness
C)solution selling
D)pre-purchase
E)implementation

Accepted Answer

The answer of Which stage in the typical buying process...

Question 13

Customers have so much power in the buying process now because they have instant information from the Internet,immense choice,and real-time price comparisons.

Accepted Answer

A) True 
 B)False

Question 14

When products are indistinguishable or there is a prior relationship between customer and vendor,a purchase is most likely based on a(n):
A)product buying motive
B)patronage buying motive
C)rational buying motive
D)emotional buying motive
E)group buying motive

Accepted Answer

The answer of When products are indistinguishable or there is...

Question 15

According to Abraham Maslow,self-fulfillment is achieved through satisfaction of which of the following needs?
A)esteem
B)social
C)safety and security
D)self-actualization
E)fullness

Accepted Answer

The answer of According to Abraham Maslow,self-fulfillment is achieved through...

The buyer resolution theory states that buyers need to resolve the answers to which five questions?

Within most cultures are groups whose members share value systems based on common life experiences and situations. We call such a group a(n)________.

Buyer behavior is often influenced by perception.

Which buyer behavior theory focuses the salesperson's attention on five important factors that the customer is likely to consider before making a purchase? A)buyer-action theory B)compulsive buying theory C)need satisfaction theory D)buyer resolution theory E)feature benefit theory

The person who withdraws money from a savings account and uses this money to buy government bonds at a higher return on investment is very likely guided by rational buying motives.

Salespeople should most likely think of needs in terms of: A)the product B)the industry as a whole C)the typical customer D)each specific customer E)the competition

The first stage in the typical buying process is evaluation of solutions.

The process through which sensations are interpreted,using our knowledge and experience,is called ________.

Systems selling appeals to buyers who prefer to purchase individual products from a variety of sellers.

Which of the following statements about social class is most likely true?

Which stage in the typical buying process occurs after a customer has evaluated solutions but before a purchase is made? A)resolution of problems B)needs awareness C)solution selling D)pre-purchase E)implementation

Customers have so much power in the buying process now because they have instant information from the Internet,immense choice,and real-time price comparisons.

When products are indistinguishable or there is a prior relationship between customer and vendor,a purchase is most likely based on a(n): A)product buying motive B)patronage buying motive C)rational buying motive D)emotional buying motive E)group buying motive

According to Abraham Maslow,self-fulfillment is achieved through satisfaction of which of the following needs? A)esteem B)social C)safety and security D)self-actualization E)fullness

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

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Exam 8: The Buying Process and Buyer Behavior

The buyer resolution theory states that buyers need to resolve the answers to which five questions?

Within most cultures are groups whose members share value systems based on common life experiences and situations. We call such a group a(n)________.

Buyer behavior is often influenced by perception.

Which buyer behavior theory focuses the salesperson's attention on five important factors that the customer is likely to consider before making a purchase? A)buyer-action theory B)compulsive buying theory C)need satisfaction theory D)buyer resolution theory E)feature benefit theory

The person who withdraws money from a savings account and uses this money to buy government bonds at a higher return on investment is very likely guided by rational buying motives.

Salespeople should most likely think of needs in terms of: A)the product B)the industry as a whole C)the typical customer D)each specific customer E)the competition

The first stage in the typical buying process is evaluation of solutions.

The process through which sensations are interpreted,using our knowledge and experience,is called ________.

Systems selling appeals to buyers who prefer to purchase individual products from a variety of sellers.

Which of the following statements about social class is most likely true?

Which stage in the typical buying process occurs after a customer has evaluated solutions but before a purchase is made? A)resolution of problems B)needs awareness C)solution selling D)pre-purchase E)implementation

Customers have so much power in the buying process now because they have instant information from the Internet,immense choice,and real-time price comparisons.

When products are indistinguishable or there is a prior relationship between customer and vendor,a purchase is most likely based on a(n): A)product buying motive B)patronage buying motive C)rational buying motive D)emotional buying motive E)group buying motive

According to Abraham Maslow,self-fulfillment is achieved through satisfaction of which of the following needs? A)esteem B)social C)safety and security D)self-actualization E)fullness

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters