Exam 3: Understanding Buyers

James has never had a motorcycle before but is planning to purchase one to replace his old bicycle. James is most likely set to make a _____ purchase decision.

In buying teams, users often serve as initiators and influencers.

Application of the multiattribute model of evaluation excludes the assessment of the relative importance of each characteristic specified by suppliers.

Reductions in the size of the customer base and increased use of supply chain management have resulted in:

A buyer is unlikely to perceive the presence of a needs gap when he or she _____.

In the context of the buying process, _____ results when an individual cognitively and emotionally processes information relevant to his or her actual state of being and compares it to the desired state of being.

Which of the following is a step involved in the selling process?

In the context of the buying process, a(n) _____ refers to the perceived difference between a buyer's desired and actual state of being.

If a buyer is evaluating a sales offering on a salesperson's eagerness to satisfy, the buyer is assessing the sales offering on the basis of a _____.

When a buyer's desired state and his or her actual state are at the same level, the buyer is motivated to make a purchase.

An individual buying office supplies for an organization is operating in the consumer market.

In the context of purchasing decisions, the newness of a problem or need is the lowest in _____.

In working with an expressive customer, salespeople should remember that their priority "must have" is to be liked and their fundamental "want" is for results.

Which of the following steps in the selling process corresponds to the step of acquisition and analysis of proposals in the business buyer's buying process?

Jason is ready to go home after a long day at work. As soon as he steps out of the office building, it starts to rain. With no cabs available, Jason decides to walk home and wishes he had an umbrella to avoid getting drenched in the rain. Jason's need of an umbrella is a _____.

With the increase in the use of information technology in the buying process, _____.

The overall evaluation scores of a car battery for its technology, group size, reserve capacity, applications, and cold cranking amps are 81, 83, 85, 72, and 63, respectively. In a sales presentation, a salesperson should emphasize the reserve capacity of the car battery.

_____ 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.

As a result of the increased interdependence between buyers and sellers and their mutual desire to reduce risk of the unknown, _____.

Rather than adjusting to a buyer's style, flexing infers that a salesperson should match the needs and preferences of the buyer to maximize effectiveness.