Exam 3: Understanding Buyers

Many buying organizations outsource to a supplier certain activities that are necessary for the day-to-day functioning of a buying organization but are not within the organization's core or distinct possibilities.

In the context of buying teams, which of the following is a role of gatekeepers?

Powell Motors, an automobile manufacturing company, is interested in purchasing new air filters for its automobiles. The company's buying team has narrowed the alternatives to products proposed by five suppliers-supplier 1, supplier 2, and supplier 3, supplier 4, and supplier 5. To select a supplier, the team is considering two characteristics-reliability and durability. The purchase decision lies on the performance score and the importance weight of each characteristic. The performance scores for reliability of supplier 1, supplier 2, supplier 3, supplier 4, and supplier 5 are 10, 9, 8, 6, and 7, respectively. The performance scores for durability of supplier 1, supplier 2, supplier 3, supplier 4, and supplier 5 are 5, 7, 8, 8, and 6, respectively. The buying team assigns reliability an importance weight of 9 against a score of 8 for durability. According to the multiattribute model of evaluation, the buying team of Powell Motors is most likely to select _____.

Straight rebuy decisions are taken when:

The business market includes:

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

Jason, a salesperson for Green Tools, proposes a sale of solar panels to Timothy Energy Solutions. Timothy Energy Solutions is not willing to do business with Green Tools, however, because its manager believes that their solar panels are inferior to the ones supplied by Timothy Energy Solutions' traditional suppliers. Jason presents the findings of a certified research body that compares solar panels manufactured by different companies based on their capacity and longevity. These findings prove that Green Tools' solar panels are superior to those of other companies. Hence, Timothy Energy Solutions agrees to conduct business with Green Tools. Which of the following strategies did Jason use to procure the business of Timothy Energy Solutions?

In the context of the business market, the increased interdependence between buyers and sellers and the desire to reduce risk of the unknown has led to an emphasis on developing short-term buyer-seller relationships.

To make an effective sales presentation, salespeople should:

In the context of the buying process, which of the following is a purpose of the detailed specifications that describe exactly what buyers expect and require?

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.

Sarah recently bought a bicycle. After a few days of cycling, she realized that she needed a basket on the bicycle to keep her bag and other items while cycling. Sarah's need of a basket is a _____.

Which of the following phases of the selling process corresponds to the step of determining the characteristics of the item and quantity needed in the business buyer's buying process?

Conformance to specifications is an example of a psychological attribute.

Suppliers have more time to devote to postsale services because:

In the context of business markets, _____ represents the fact that business buyers tend to be larger in size but fewer in number, and this can greatly impact a salesperson's selling plans and performance.

In the context of the buying process, _____ serve as a standard for evaluation to ensure that the buying firm receives the required product features and quantities.

One of the strategies that a salesperson can use to plan, create, and deliver an effective presentation is to:

_____ involves creating and distributing valuable, relevant, and consistent material to attract and retain buyers.

In the context of purchasing decisions, a _____ requires an extensive information search.