Exam 3: Understanding Buyers

With information technology increasing the effectiveness and efficiency of the buying process, _____.

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

Which of the following is a difference between situational needs and social needs?

In the context of the buying process, once business buyers evaluate proposals from different suppliers, they _____.

If a buyer mistakenly believes that a competitor's offering has higher level attributes or qualities than it actually does, a salesperson should attempt to:

The increased interdependence between buyer and seller organizations has led to a decline in the knowledge and expertise of salespeople.

In the context of buying teams, the ultimate responsibility for determining which product or service will be purchased rests with the role of _____.

Chindanel Hotels, a chain of luxury hotels, wants to install new security systems in all its hotels. Based on the specifications provided by Chindanel, a few companies have submitted tenders to acquire the contract. The buying team of Chindanel has shortlisted one company and has decided to give the contract to it. Which of the following is the immediate next step that Chindanel should take?

In the context of collaborative buyer-seller relationships, which of the following is expected of salespeople?

Unlike functional attributes, psychological attributes:

Business markets are different from consumer markets in that:

In the context of purchasing decisions, a person purchasing groceries from a shopping mart on a daily basis is most likely engaging in a(n) _____.

Which of the following is true of the final phase in the buying process?

Buyers sometimes enter into a _____ simply to check the competitiveness of existing suppliers in terms of the product offering and pricing levels.

Knowledge needs are defined as:

Unlike psychological attributes, functional attributes:

Unlike consumer markets, business markets:

Allied Co., a technology firm, requires new data servers. Based on the specifications provided by its engineers, Allied Co. has acquired tenders from several different companies for 70 new data servers. Which of the following is the immediate next step that Allied Co. should take?

The overall cycle times of the purchasing process have reduced as a result of:

Roger works as a salesperson for Wycon, a cell phone manufacturing company. Most of his customers mistakenly believe that other brands are more durable and provide better features than Wycon. To clarify this belief and make sales, Roger shows his customers an online market research report that compared Wycon's phones to the phones manufactured by two rival companies. The research highlighted the superiority of Wycon's phones in terms of attributes such as battery life, internal storage, and camera quality. In this scenario, Roger is engaging in _____.