Question 1

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 2

Buying teams will always include someone characterized as the User.

Accepted Answer

A) True 
 B)False

Question 3

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

Accepted Answer

The answer of _____________ price refers to the price buyers...

Question 4

A state of being based on what the buyer desires is called the ____________ state.

Accepted Answer

The answer of A state of being based on what...

Question 5

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

Accepted Answer

The answer of Individuals who are high on the assertiveness...

Question 6

Mark is a salesperson who understands the importance of ensuring customers value their interactions with him. Accordingly, Mark focuses on possessing _________________, one of the components of the Two-Factor Model of Buyer Evaluation.

Accepted Answer

A)  Evaluative attributes 
B)  "Must-have" attributes 
C)  Delighters 
D)  Good products 
E)  Physiological attributes 
A)  Evaluative attributes 
B)  "Must-have" attributes 
C)  Delighters 
D)  Good products 
E)  Physiological attributes

Question 7

A buyer's need for "assurance that the buyer can complete installation in six weeks" reflects a _______________ need (one of the five general types of buyer needs).

Accepted Answer

The answer of A buyer's need for "assurance that the...

Question 8

_______________refers to the level of feelings and sociability an individual openly displays.

Accepted Answer

The answer of _______________refers to the level of feelings and...

Question 9

RFP stands for "ready for problems," and is a term used by salespeople when uncovering needs.

Accepted Answer

A) True 
 B)False

Question 10

Jennifer worked in retail sales while completing her college degree. After graduating, she took a job as a business-to-business salesperson. Which of the following is one of the changes she can expect?

Accepted Answer

A)  His new customers will be more likely to make a purchase. 
B)  His new customers will be more dependent upon him for information. 
C)  His new customers or more likely to have multiple buying influences. 
D)  He is more likely to establish closer working relationships with this new customers. 
E)  Both c and d are correct 
A)  His new customers will be more likely to make a purchase. 
B)  His new customers will be more dependent upon him for information. 
C)  His new customers or more likely to have multiple buying influences. 
D)  He is more likely to establish closer working relationships with this new customers. 
E)  Both c and d are correct

Question 11

Individuals within an organization who are in a position to control the flow of information to and between vendors and other buying center members are called __________________.

Accepted Answer

The answer of Individuals within an organization who are in...

Question 12

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 13

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

Accepted Answer

A) True 
 B)False

Question 14

Ethan is a "team player" and likes to avoid taking risks. He is also considered warm, flexible, and rather spontaneous. With respect to the Communication Styles Matrix, Ethan is a(n) __________________

Accepted Answer

A)  Assertive 
B)  Amiable 
C)  Expressive 
D)  Analytical 
E)  Driver 
A)  Assertive 
B)  Amiable 
C)  Expressive 
D)  Analytical 
E)  Driver

Question 15

Which of the following is not a member of the buying team?

Accepted Answer

A)  Initiator 
B)  User 
C)  Purchaser 
D)  Agent 
E)  Gatekeeper 
A)  Initiator 
B)  User 
C)  Purchaser 
D)  Agent 
E)  Gatekeeper

Question 16

The desire to belong to a particular reference group leads to social needs.

Accepted Answer

A) True 
 B)False

Question 17

A salesperson's best chance for making a sale is to get involved with the buyer when they are in the ____________________ stage of the buying process?

Accepted Answer

A)  Recognition of need 
B)  Acquisition of proposals 
C)  Search for solution providers 
D)  Final 
E)  All the above 
A)  Recognition of need 
B)  Acquisition of proposals 
C)  Search for solution providers 
D)  Final 
E)  All the above

Question 18

When demand increases in the consumer market, the business market reacts by accelerating the buildup of inventories and increasing plant capacity. This phenomenon is known as the ______________ principle.

Accepted Answer

The answer of When demand increases in the consumer market,...

Question 19

An individual buying office supplies for an organization is operating in the consumer market.

Accepted Answer

A) True 
 B)False

Question 20

___________________ attributes refer to the features and characteristics that are related to what the product actually does or is expected to do.

Accepted Answer

The answer of ___________________ attributes refer to the features and...

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

Buying teams will always include someone characterized as the User.

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

A state of being based on what the buyer desires is called the ____________ state.

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

Mark is a salesperson who understands the importance of ensuring customers value their interactions with him. Accordingly, Mark focuses on possessing _________________, one of the components of the Two-Factor Model of Buyer Evaluation.

A buyer's need for "assurance that the buyer can complete installation in six weeks" reflects a _______________ need (one of the five general types of buyer needs).

_______________refers to the level of feelings and sociability an individual openly displays.

RFP stands for "ready for problems," and is a term used by salespeople when uncovering needs.

Jennifer worked in retail sales while completing her college degree. After graduating, she took a job as a business-to-business salesperson. Which of the following is one of the changes she can expect?

Individuals within an organization who are in a position to control the flow of information to and between vendors and other buying center members are called __________________.

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

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

Ethan is a "team player" and likes to avoid taking risks. He is also considered warm, flexible, and rather spontaneous. With respect to the Communication Styles Matrix, Ethan is a(n) __________________

Which of the following is not a member of the buying team?

The desire to belong to a particular reference group leads to social needs.

A salesperson's best chance for making a sale is to get involved with the buyer when they are in the ____________________ stage of the buying process?

When demand increases in the consumer market, the business market reacts by accelerating the buildup of inventories and increasing plant capacity. This phenomenon is known as the ______________ principle.

An individual buying office supplies for an organization is operating in the consumer market.

___________________ attributes refer to the features and characteristics that are related to what the product actually does or is expected to do.

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

Filters

Exam 3: Understanding Buyers

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

Buying teams will always include someone characterized as the User.

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

A state of being based on what the buyer desires is called the ____________ state.

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

Mark is a salesperson who understands the importance of ensuring customers value their interactions with him. Accordingly, Mark focuses on possessing _________________, one of the components of the Two-Factor Model of Buyer Evaluation.

A buyer's need for "assurance that the buyer can complete installation in six weeks" reflects a _______________ need (one of the five general types of buyer needs).

_______________refers to the level of feelings and sociability an individual openly displays.

RFP stands for "ready for problems," and is a term used by salespeople when uncovering needs.

Jennifer worked in retail sales while completing her college degree. After graduating, she took a job as a business-to-business salesperson. Which of the following is one of the changes she can expect?

Individuals within an organization who are in a position to control the flow of information to and between vendors and other buying center members are called __________________.

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

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

Ethan is a "team player" and likes to avoid taking risks. He is also considered warm, flexible, and rather spontaneous. With respect to the Communication Styles Matrix, Ethan is a(n) __________________

Which of the following is not a member of the buying team?

The desire to belong to a particular reference group leads to social needs.

A salesperson's best chance for making a sale is to get involved with the buyer when they are in the ____________________ stage of the buying process?

When demand increases in the consumer market, the business market reacts by accelerating the buildup of inventories and increasing plant capacity. This phenomenon is known as the ______________ principle.

An individual buying office supplies for an organization is operating in the consumer market.

___________________ attributes refer to the features and characteristics that are related to what the product actually does or is expected to do.

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

Filters