Question 1

The first step of the buying decision process is __________________________.

Accepted Answer

Recognition of a Need

Question 2

Buyers are increasingly dependent on salespeople to provide knowledge in addition to the core products they're selling.

Accepted Answer

A) True 
 B)False  True

Question 3

_____________ price refers to the price buyers determine for their final product through information gathered from research in the marketplace.

Accepted Answer

Target

Question 4

The category of attributes referring to how things are carried out and done between the buyer and seller is called physiological attributes.

Accepted Answer

A) True 
 B)False

Question 5

Straight rebuy and modified rebuy both refer to types of purchasing decisions.

Accepted Answer

A) True 
 B)False

Question 6

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because Fortune 500 companies use it. Which of the following needs is the buyer expressing?

Accepted Answer

A)  Situational needs 
B)  Functional needs 
C)  Social needs 
D)  Psychological needs 
E)  Knowledge needs 
A)  Situational needs 
B)  Functional needs 
C)  Social needs 
D)  Psychological needs 
E)  Knowledge needs

Question 7

Individuals who are low on responsiveness and high on assertiveness are referred to as _________.

Accepted Answer

The answer of Individuals who are low on responsiveness and...

Question 8

Sharon has quit her job selling vacuum cleaners door-to-door. Now, she is selling industrial equipment to businesses. Which of the following is one of the changes she can expect?

Accepted Answer

A)  She will call on fewer customers. 
B)  She will have to deal with fewer problems. 
C)  Her job will be much easier. 
D)  She will have much less control of her time. 
E)  All of the above are changes she can expect. 
A)  She will call on fewer customers. 
B)  She will have to deal with fewer problems. 
C)  Her job will be much easier. 
D)  She will have much less control of her time. 
E)  All of the above are changes she can expect.

Question 9

_________________refers to the process of giving to a supplier certain activities that were previously performed by the buying organization.

Accepted Answer

The answer of _________________refers to the process of giving to...

Question 10

Generally speaking, business markets experience higher levels of demand fluctuation than to consumer markets.

Accepted Answer

A) True 
 B)False

Question 11

Buying teams will always include someone characterized as the User.

Accepted Answer

A) True 
 B)False

Question 12

It is important for salespeople to maintain a good relationship with Gatekeepers.

Accepted Answer

A) True 
 B)False

Question 13

Individuals within an organization who identify a need are called _______________.

Accepted Answer

The answer of Individuals within an organization who identify a...

Question 14

The evaluative attributes related to how things are carried out and done between the buyer and the seller are called?

Accepted Answer

A)  Evaluative attributes 
B)  "Must-have" attributes 
C)  Functional attributes 
D)  Psychological attributes 
E)  Physiological attributes 
A)  Evaluative attributes 
B)  "Must-have" attributes 
C)  Functional attributes 
D)  Psychological attributes 
E)  Physiological attributes

Question 15

The most important member of the buying team is the Gatekeeper.

Accepted Answer

A) True 
 B)False

Question 16

After buyers determine their needs they usually issue an RFP.

Accepted Answer

A) True 
 B)False

Question 17

Individuals within an organization who guide the decision process by making recommendations and expressing preferences are called _______________.

Accepted Answer

The answer of Individuals within an organization who guide the...

Question 18

Which of the following is not a characteristic that distinguishes business markets from consumer markets?

Accepted Answer

A)  Derived demand 
B)  Multiple buying influences 
C)  Buyers are larger but fewer number 
D)  Buyers make purchase decisions more often 
E)  All of the above 
A)  Derived demand 
B)  Multiple buying influences 
C)  Buyers are larger but fewer number 
D)  Buyers make purchase decisions more often 
E)  All of the above

Question 19

When making post-purchase evaluations most buyers take into consideration functional attributes and "delighter" attributes.

Accepted Answer

A) True 
 B)False

Question 20

Typically, buyers involved in new task purchasing decisions rely more heavily on outside information than do buyers involved in modified rebuys.

Accepted Answer

A) True 
 B)False

The first step of the buying decision process is __________________________.

Buyers are increasingly dependent on salespeople to provide knowledge in addition to the core products they're selling.

_____________ price refers to the price buyers determine for their final product through information gathered from research in the marketplace.

The category of attributes referring to how things are carried out and done between the buyer and seller is called physiological attributes.

Straight rebuy and modified rebuy both refer to types of purchasing decisions.

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because Fortune 500 companies use it. Which of the following needs is the buyer expressing?

Individuals who are low on responsiveness and high on assertiveness are referred to as _________.

Sharon has quit her job selling vacuum cleaners door-to-door. Now, she is selling industrial equipment to businesses. Which of the following is one of the changes she can expect?

_________________refers to the process of giving to a supplier certain activities that were previously performed by the buying organization.

Generally speaking, business markets experience higher levels of demand fluctuation than to consumer markets.

Buying teams will always include someone characterized as the User.

It is important for salespeople to maintain a good relationship with Gatekeepers.

Individuals within an organization who identify a need are called _______________.

The evaluative attributes related to how things are carried out and done between the buyer and the seller are called?

The most important member of the buying team is the Gatekeeper.

After buyers determine their needs they usually issue an RFP.

Individuals within an organization who guide the decision process by making recommendations and expressing preferences are called _______________.

Which of the following is not a characteristic that distinguishes business markets from consumer markets?

When making post-purchase evaluations most buyers take into consideration functional attributes and "delighter" attributes.

Typically, buyers involved in new task purchasing decisions rely more heavily on outside information than do buyers involved in modified rebuys.

Overview of Personal Selling

Building Trust and Sales Ethics

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self Leadership and Teamwork

Sales Management and Sales 2.0

Filters

Exam 3: Understanding Buyers

The first step of the buying decision process is __________________________.

Buyers are increasingly dependent on salespeople to provide knowledge in addition to the core products they're selling.

_____________ price refers to the price buyers determine for their final product through information gathered from research in the marketplace.

The category of attributes referring to how things are carried out and done between the buyer and seller is called physiological attributes.

Straight rebuy and modified rebuy both refer to types of purchasing decisions.

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because Fortune 500 companies use it. Which of the following needs is the buyer expressing?

Individuals who are low on responsiveness and high on assertiveness are referred to as _________.

Sharon has quit her job selling vacuum cleaners door-to-door. Now, she is selling industrial equipment to businesses. Which of the following is one of the changes she can expect?

_________________refers to the process of giving to a supplier certain activities that were previously performed by the buying organization.

Generally speaking, business markets experience higher levels of demand fluctuation than to consumer markets.

Buying teams will always include someone characterized as the User.

It is important for salespeople to maintain a good relationship with Gatekeepers.

Individuals within an organization who identify a need are called _______________.

The evaluative attributes related to how things are carried out and done between the buyer and the seller are called?

The most important member of the buying team is the Gatekeeper.

After buyers determine their needs they usually issue an RFP.

Individuals within an organization who guide the decision process by making recommendations and expressing preferences are called _______________.

Which of the following is not a characteristic that distinguishes business markets from consumer markets?

When making post-purchase evaluations most buyers take into consideration functional attributes and "delighter" attributes.

Typically, buyers involved in new task purchasing decisions rely more heavily on outside information than do buyers involved in modified rebuys.

Overview of Personal Selling

Building Trust and Sales Ethics

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self Leadership and Teamwork

Sales Management and Sales 2.0

Filters