Exam 3: Understanding Buyers

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

The process of giving to a supplier certain activities that the buying organization previously performed is known as outsourcing.

In a buying team, individuals within an organization who have the ultimate responsibility of determining which product or service will be purchased are known as purchasers.

In a buying team situation, there is no difference between a decider and a purchaser.

According to the textbook, which step in the selling process typically involves assessing value and relationship performance, creating new value opportunities, and increasing customer value through self-leadership and teamwork?

Communication styles provide a way of describing a person's preferred way of communicating using the characteristics of assertiveness and responsiveness.

A postpurchase evaluation process in which business buyers evaluate a product purchase by using functional and psychological attributes is known as Herzberg's two-factor theory.

Why should a salesperson be familiar with the basic types of buyer needs?

What is a purchase decision characterized by a familiar problem or need, minimal information requirements and research, little to no consideration of alternatives, few buying influences, and low financial risk called?

Categorizing buyer needs by type can assist the salesperson in bringing order to what could otherwise be a confusing and endless mix of needs and expectations.

In business buying, RFP stands for request for proposal, which is used to identify and qualify potential suppliers.

With respect to buying teams, what is the term for individuals within an organization who guide the decision process by making recommendations and expressing preferences?

In the introduction to Chapter 3, Calvin Carson, customer value manager for International Paper, recognized that the company required salespeople who could add value to the customer interaction. Which of the following would best assist with this?

In today's markets, smaller customer bases and the increased use of supply chain management have resulted in greater interdependence between the customer and the salesperson. What is the result?

Suppose that you are a salesperson making a sales proposal to a potential customer who you know uses a multiattribute model when making buying decisions. During the sales presentation, you perceive that the buyer has unrealistic or mistaken beliefs regarding competitive offerings. What is probably the best strategy to follow?

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

In the business buying process, what is the term for when a salesperson provides information to create a more accurate picture of a competitor's attributes or qualities?

According to the textbook, what are the primary determinants of customer satisfaction and loyalty in business buying?

From a salesperson's perspective, which of the following best summarizes how to use the communication styles matrix to become more effective?

What does the acronym RFP stand for?