Exam 3: Understanding Buyers

Individuals who are high on the assertiveness measure and high and responsiveness measure are known as __________________.

The _______________________refers to a perceived difference between a buyer's desired and actual state of being.

RFP stands for request for proposal.

A market composed of firms, institutions, and governments who acquire goods and services to use as input into their own manufacturing processes is called the ___________________ market.

The only type of needs business buyers have are functional needs.

_______________refers to the degree to which a person holds opinions about issues and attempts to dominate or control situations by directing the thoughts and actions of others.

Which the following is not a step in the buying process?

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because your company provides the best training and consultation. Which of the following needs is the buyer expressing?

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because you offer a long warranty and a liberal return policy. Which of the following needs is the buyer expressing?

It is important for salespeople to be familiar with the basic types of buyer needs to help ensure that:

The needs of the business buyer tend to be more complex than the consumers' needs.

Business markets are subject to the acceleration pinciple.

Relative to consumer markets, business markets are more likely to exhibit:

Which of the following is the most common categorization of buyers:

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

The _______________________ model of evaluation is a post-purchase evaluation process buyers use that evaluates a product purchase using functional and psychological attributes.

The gap between a buyer's desired state and his/her actual state is referred to as a

Needs which represent the need for acceptance from and association with others are called?

Outsourcing allows organizations to focus on their distinctive competencies.

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because their other supplier is experiencing temporary production problems. Which of the following needs is the buyer expressing?