Exam 3: Understanding Buyers

In the context of the types of buyer needs, functional needs represent the desire for personal development, information, and knowledge to increase thought and understanding as to how and why things happen.

In the context of communication styles, _____ are low on responsiveness but high on assertiveness.

Coolex Inc., a chemical refrigerant manufacturer, increases production of liquid refrigerant to meet the rising demand for air conditioners. Which of the following explains this increase in production as a result of an increase in the demand for air conditioners?

_____ are forms developed by firms and distributed to qualified potential suppliers that help suppliers develop and submit tenders to provide products as specified by a firm.

_____ are defined as teams of individuals in organizations that incorporate the expertise and multiple purchasing influences of people from different departments throughout the organization.

Data collected on consumer demographics, sales and consumer service histories, and marketing preferences and consumer feedback can be easily accumulated through a _____ system and used to better understand consumers and provide personalized offerings to best serve their needs.

Ava is planning to buy a new phone. She wants the phone to have features such as touchscreen display, wireless printing, fingerprint sensor, and 512GB of RAM. She wants to be able to pay for the phone in installments using her debit card. As she is interested in purchasing the latest model, she expects that salespeople will keep her informed about associated software upgrades and offers on phone accessories. She expects that the phone she purchases would deliver the promised performance and that she will be one of the few privileged owners of that phone. In this scenario, which of the following represents Ava's situational needs?

Salespeople work and interact with many different types of buyers. These variants of customer types arise out of:

Jennifer works as a business-to-business salesperson in a company that sells personalized merchandise. She has applied for the role of a retail salesperson in the same company. Which of the following changes can she expect?

In the context of the types of buyers, the _____ consists of firms, institutions, and governments.

Since buyers are trained as purchasing agents, they have a more professional and rational approach to purchasing. As a result, salespeople:

A business buyer's purchase process ends with:

Jamie, a salesperson, is making a sales proposal to a potential customer. During the presentation, she realizes that some of the attributes of her product offering will not be able to maximize the buyer's evaluation score when compared to a competitor's offering. Which the following strategies should Jamie most likely follow?

The multiattribute model of evaluating solution alternatives eliminates the utilization of weighted averages across desired characteristics.

Avery is planning to buy a new laptop. He wants the laptop to have cutting-edge features such as a touchscreen with OLED display, USB Type-C ports, an infrared camera, and 8GB of RAM. He wants to be able to pay for the laptop in installments over three months using a credit card. Considering that he is interested in purchasing a high-end model, he expects that salespeople will keep him informed about new product launches and upgrades. He expects that the laptop 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 Avery's social needs?

Which of the following is a difference between functional needs and psychological needs?

Nearly all the current growth in business-to-business e-commerce has been in Internet-based transactions.

Buyers in the business market give little importance to overall value for purchase decisions.

If a buyer is evaluating a sales offering on its ability to meet standards, the buyer is assessing the sales offering on the basis of a _____.

In the context of buying teams, which of the following is true of influencers?