Exam 3: Understanding Buyers

Allen&Spade, a firearms manufacturer, has received a new order for customized handguns. The company understands that the production of this order will require a new set of machinery. With the help of its engineers, the company has figured out the specifications of the machinery required. Which of the following is the immediate next step that the company should take?

In response to the increasing demand for electronic gadgets with advanced capabilities, Ziff Corp., an electronic gadget manufacturer, has increased its inventory and manufacturing capacity to meet the demand. This increase in inventory and manufacturing capacity due to an increase in demand for electronic gadgets can be best explained by the _____.

Relevant to a modified rebuy purchasing decision, there is no in- or out-supplier.

Buyers who are less responsive tend to be task-oriented.

Which of the following is an impact of information technology on the buying process?

When consumer demand for vehicle tires increases, the demand for rubber also goes up. This increased demand for rubber due to the increase in demand for tires shows the effect of _____ on business markets.

_____ is a postpurchase evaluation process buyers use that assesses a product purchase using functional and psychological attributes.

Into which of the following groups are buyers most commonly categorized?

Low-assertive individuals tend to:

Mason is planning to purchase a new laptop. He wants to buy a hybrid laptop with features such as touchscreen display, thunderbolt 3 ports and 8GB of RAM. He wants to able to pay for the laptop using his credit card. Considering that he is interested in purchasing the latest model, he expects that salespeople will keep him informed about associated product upgrades and offers on software. He expects that the laptop he purchases would deliver the promised performance and that he will be one of the few privileged owners of that laptop. In this scenario, which of the following represents Mason's functional needs?

While selling to drivers, salespeople should adopt a _____ communication style.

Which of the following steps in the selling process corresponds to the step of performance feedback and evaluation in the business buyer's buying process?

The multiattribute model for evaluating solution alternatives is rarely used by business organizations because it involves complex math.

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

The overall evaluation scores of a laptop based on its processor, portability, screen size, touch, and computer memory are 75, 62, 63, 55, and 89, respectively. The importance of which of the following attributes is most likely to be emphasized by a salesperson when selling the laptop?

The overall evaluation scores of a secondary storage device based on its capacity, portability, durability, cost, and nonvolatility are 85, 65, 88, 75, and 63, respectively. The importance of which of the following attributes is most likely to be deemphasized by a salesperson when selling the secondary storage device?

It is important for salespeople to identify and monitor the consumer markets that are related to their business customers so that:

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

In the context of the acceleration principle, which of the following is a likely consequence when salespeople enable their customers to anticipate demand shifts and assist them in developing more effective marketing strategies?

Which of the following is a function of buyers in business markets who are trained as purchasing agents?