Question 1

Selling to organizations is somewhat easier than selling to an individual consumer because organizational buying centers are staffed with professionals.

Accepted Answer

A) True 
 B)False  False

Question 2

Which of the following would be typical of the buyer-seller relationship of a Preferred Supplier?

Accepted Answer

A)  Usually involves product design collaborations. 
B)  Usually involves inventory management collaborations. 
C)  Usually involves a relationship focused on products. 
D)  Usually involves an "exclusive" sourcing relationship. 
E)  Usually is considered critical to the customer's competitive success. 
A)  Usually involves product design collaborations. 
B)  Usually involves inventory management collaborations. 
C)  Usually involves a relationship focused on products. 
D)  Usually involves an "exclusive" sourcing relationship. 
E)  Usually is considered critical to the customer's competitive success. C

Question 3

The role of the user buyer is to determine the impact of the purchase on the job in which the product is used.

Accepted Answer

A) True 
 B)False  True

Question 4

One danger of using price discounts to close a sale is that the customer may seek further discounts in the future.

Accepted Answer

A) True 
 B)False

Question 5

The first stage of the typical purchasing process in organizations is the evaluation of purchasing options.

Accepted Answer

A) True 
 B)False

Question 6

With a buying center, salespeople can usually ignore either the purchasing agent or the user of the product, as long as they can influence the economic buyer.

Accepted Answer

A) True 
 B)False

Question 7

Derived demand is an important idea in business-to-business sales because:

Accepted Answer

A)  it usually determines how much can be sold. 
B)  it is the only factor determining a product's price. 
C)  it determines what arguments are included in the sales presentation. 
D)  it is an indicator of the state of the economy. 
E)  all of the above 
A)  it usually determines how much can be sold. 
B)  it is the only factor determining a product's price. 
C)  it determines what arguments are included in the sales presentation. 
D)  it is an indicator of the state of the economy. 
E)  all of the above

Question 8

A Technical buyer influence's primary focus in the purchasing process is on product or service specifications.

Accepted Answer

A) True 
 B)False

Question 9

The most likely sequence of stages in a fully developed buyer-seller relationship is:

Accepted Answer

A)  Expansion, Exploration, Dissolution, Commitment, Awareness. 
B)  Exploration, Awareness, Commitment, Expansion, Dissolution. 
C)  Exploration, Commitment, Awareness, Expansion, Dissolution. 
D)  Awareness, Expansion, Exploration, Commitment, Dissolution. 
E)  Awareness, Exploration, Expansion, Commitment, Dissolution. 
A)  Expansion, Exploration, Dissolution, Commitment, Awareness. 
B)  Exploration, Awareness, Commitment, Expansion, Dissolution. 
C)  Exploration, Commitment, Awareness, Expansion, Dissolution. 
D)  Awareness, Expansion, Exploration, Commitment, Dissolution. 
E)  Awareness, Exploration, Expansion, Commitment, Dissolution.

Question 10

The "Economic Buying Influence" is identified as the person with the authority to spend the money necessary to purchase the product or service.

Accepted Answer

A) True 
 B)False

Question 11

Derived demand refers to the opportunity to sell additional products and services once a supplier has established a good customer relationship.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following buying center people is implementation oriented, takes a tactical view to the decision, and whose daily life is most affected by the seller's product or service?

Accepted Answer

A)  Economic Buyer 
B)  User Buyer 
C)  Technical Buying Influence 
D)  Outside Expert Buying Influence 
E)  The Advocate 
A)  Economic Buyer 
B)  User Buyer 
C)  Technical Buying Influence 
D)  Outside Expert Buying Influence 
E)  The Advocate

Question 13

The buyer and seller committing to an exclusive relationship characterize the expansion stage of a buyer-seller relationship.

Accepted Answer

A) True 
 B)False

Question 14

The Technical Buyer's role is to act as a gatekeeper, they can say "yes" to a product purchase decision.

Accepted Answer

A) True 
 B)False

Question 15

An advocate is usually needed in complex business-to-business sales situations because the salesperson is not seen as being trustworthy.

Accepted Answer

A) True 
 B)False

Question 16

Extranets are most likely to be involved in business-to-business transactions involving inventory replenishment.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following selling objectives is likely to be associated with the awareness stage of the supplier-customer relationship?

Accepted Answer

A)  consummating an initial sale 
B)  demonstrating how the product can satisfy an identified customer need 
C)  getting involved in the early stages of a customer's new product development process 
D)  both a and b above 
E)  all of the above 
A)  consummating an initial sale 
B)  demonstrating how the product can satisfy an identified customer need 
C)  getting involved in the early stages of a customer's new product development process 
D)  both a and b above 
E)  all of the above

Question 18

In the U.S., the first step in organizational purchasing is for the buyer to develop a personal relationship with the seller.

Accepted Answer

A) True 
 B)False

Question 19

It is generally good advice for salespeople to concentrate all their efforts on the purchasing agent when selling to organizations.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following is likely to be associated with a request for proposal (RFP)?

Accepted Answer

A)  a set of product specifications 
B)  an extensive amount of client information 
C)  an extensive search for qualified suppliers 
D)  a fixed price the customer wants all suppliers to charge 
E)  none of the above 
A)  a set of product specifications 
B)  an extensive amount of client information 
C)  an extensive search for qualified suppliers 
D)  a fixed price the customer wants all suppliers to charge 
E)  none of the above

Selling to organizations is somewhat easier than selling to an individual consumer because organizational buying centers are staffed with professionals.

Which of the following would be typical of the buyer-seller relationship of a Preferred Supplier?

The role of the user buyer is to determine the impact of the purchase on the job in which the product is used.

One danger of using price discounts to close a sale is that the customer may seek further discounts in the future.

The first stage of the typical purchasing process in organizations is the evaluation of purchasing options.

With a buying center, salespeople can usually ignore either the purchasing agent or the user of the product, as long as they can influence the economic buyer.

Derived demand is an important idea in business-to-business sales because:

A Technical buyer influence's primary focus in the purchasing process is on product or service specifications.

The most likely sequence of stages in a fully developed buyer-seller relationship is:

The "Economic Buying Influence" is identified as the person with the authority to spend the money necessary to purchase the product or service.

Derived demand refers to the opportunity to sell additional products and services once a supplier has established a good customer relationship.

Which of the following buying center people is implementation oriented, takes a tactical view to the decision, and whose daily life is most affected by the seller's product or service?

The buyer and seller committing to an exclusive relationship characterize the expansion stage of a buyer-seller relationship.

The Technical Buyer's role is to act as a gatekeeper, they can say "yes" to a product purchase decision.

An advocate is usually needed in complex business-to-business sales situations because the salesperson is not seen as being trustworthy.

Extranets are most likely to be involved in business-to-business transactions involving inventory replenishment.

Which of the following selling objectives is likely to be associated with the awareness stage of the supplier-customer relationship?

In the U.S., the first step in organizational purchasing is for the buyer to develop a personal relationship with the seller.

It is generally good advice for salespeople to concentrate all their efforts on the purchasing agent when selling to organizations.

Which of the following is likely to be associated with a request for proposal (RFP)?

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters

Exam 4: Account Relationship Management

Selling to organizations is somewhat easier than selling to an individual consumer because organizational buying centers are staffed with professionals.

Which of the following would be typical of the buyer-seller relationship of a Preferred Supplier?

The role of the user buyer is to determine the impact of the purchase on the job in which the product is used.

One danger of using price discounts to close a sale is that the customer may seek further discounts in the future.

The first stage of the typical purchasing process in organizations is the evaluation of purchasing options.

With a buying center, salespeople can usually ignore either the purchasing agent or the user of the product, as long as they can influence the economic buyer.

Derived demand is an important idea in business-to-business sales because:

A Technical buyer influence's primary focus in the purchasing process is on product or service specifications.

The most likely sequence of stages in a fully developed buyer-seller relationship is:

The "Economic Buying Influence" is identified as the person with the authority to spend the money necessary to purchase the product or service.

Derived demand refers to the opportunity to sell additional products and services once a supplier has established a good customer relationship.

Which of the following buying center people is implementation oriented, takes a tactical view to the decision, and whose daily life is most affected by the seller's product or service?

The buyer and seller committing to an exclusive relationship characterize the expansion stage of a buyer-seller relationship.

The Technical Buyer's role is to act as a gatekeeper, they can say "yes" to a product purchase decision.

An advocate is usually needed in complex business-to-business sales situations because the salesperson is not seen as being trustworthy.

Extranets are most likely to be involved in business-to-business transactions involving inventory replenishment.

Which of the following selling objectives is likely to be associated with the awareness stage of the supplier-customer relationship?

In the U.S., the first step in organizational purchasing is for the buyer to develop a personal relationship with the seller.

It is generally good advice for salespeople to concentrate all their efforts on the purchasing agent when selling to organizations.

Which of the following is likely to be associated with a request for proposal (RFP)?

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Training

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters