Question 1

There are three types of organizational buying situations: new-task buy,straight rebuy,and modified rebuy.

Accepted Answer

A) True 
 B)False  True

Question 2

Which of the following is a factor that would motivate a rational buyer?

Accepted Answer

A)  prestige 
B)  nostalgia 
C)  celebrity endorsement 
D)  durability 
E)  branding 
A)  prestige 
B)  nostalgia 
C)  celebrity endorsement 
D)  durability 
E)  branding D

Question 3

Terrance Simpson is a sales representative for Swim-Tex, a swimming pool service and supply company. Swim-Tex sells the chemicals needed for pool maintenance as well as pool accessories like slides, ladders, and diving boards. Swim-Tex sells to both consumers and businesses.
-Managers at Swim-Tex have informed members of the purchasing department to change straight rebuy situations to modified rebuys.What does this most likely mean for members of the Swim-Tex purchasing department?

Accepted Answer

A)  renegotiating prices with vendors 
B)  simplifying the buying process 
C)  building strategic alliances 
D)  forming a new value chain 
E)  focusing on a decision in the process that is not an issue for the customer 
A)  renegotiating prices with vendors 
B)  simplifying the buying process 
C)  building strategic alliances 
D)  forming a new value chain 
E)  focusing on a decision in the process that is not an issue for the customer A

Question 4

Which type of consumer buying situation requires very little consumer involvement and brand differences are usually insignificant?

Accepted Answer

A)  habitual buying decision 
B)  straight rebuy decision 
C)  complex buying decision 
D)  modified rebuy decision 
E)  partner buying decision 
A)  habitual buying decision 
B)  straight rebuy decision 
C)  complex buying decision 
D)  modified rebuy decision 
E)  partner buying decision

Question 5

Very few purchases are guided by emotional buying motives.

Accepted Answer

A) True 
 B)False

Question 6

A(n)________ is a carefully conceived plan that will result in maximum customer responsiveness.

Accepted Answer

The answer of A(n)________ is a carefully conceived plan that...

Question 7

The need to belong is really just an urge,not a basic human social need.

Accepted Answer

A) True 
 B)False

Question 8

In which value creation selling approach do salespeople focus a great deal of attention on customers' needs awareness?

Accepted Answer

A)  transactional selling 
B)  strategic alliance selling 
C)  consultative selling 
D)  new task selling 
E)  system selling 
A)  transactional selling 
B)  strategic alliance selling 
C)  consultative selling 
D)  new task selling 
E)  system selling

Question 9

Which of the following motives would most likely make a customer buy from the same business they have been buying from?

Accepted Answer

A)  systems buying motives 
B)  emotional buying motives 
C)  brand loyalty motives 
D)  product buying motives 
E)  patronage buying motives 
A)  systems buying motives 
B)  emotional buying motives 
C)  brand loyalty motives 
D)  product buying motives 
E)  patronage buying motives

Question 10

Salespeople should most likely think of needs in terms of:

Accepted Answer

A)  the product 
B)  the industry as a whole 
C)  the typical customer 
D)  each specific customer 
E)  the competition 
A)  the product 
B)  the industry as a whole 
C)  the typical customer 
D)  each specific customer 
E)  the competition

Question 11

RealPlan sells a calendar/messaging/paperwork center that helps working parents organize their families' schedules and paperwork. The product has received positive feedback from buyers, and it is priced comparably to normal planners even though it offers more features and benefits. RealPlan has been selling various planning products to consumers for 10 years, and managers at the firm see an opportunity to move into the business market with a software version of the popular planner.
-What should the sales director of RealPlan most likely do before sending salespeople out to call on business buyers for the first time?

Accepted Answer

A)  Make sure the salespeople have talked to businesspeople before. 
B)  Ask the salespeople to rehearse the standard customer presentation. 
C)  Adjust the sales forecast using the normal sales cycle for customers. 
D)  Build long-term strategic alliances by creating systems selling appeals. 
E)  Discuss the differences between consumer buyers and business buyers. 
A)  Make sure the salespeople have talked to businesspeople before. 
B)  Ask the salespeople to rehearse the standard customer presentation. 
C)  Adjust the sales forecast using the normal sales cycle for customers. 
D)  Build long-term strategic alliances by creating systems selling appeals. 
E)  Discuss the differences between consumer buyers and business buyers.

Question 12

List and describe the three types of consumer buying situations.

Accepted Answer

1.Habitual buying decisions usually requ

Question 13

Terrance Simpson is a sales representative for Swim-Tex, a swimming pool service and supply company. Swim-Tex sells the chemicals needed for pool maintenance as well as pool accessories like slides, ladders, and diving boards. Swim-Tex sells to both consumers and businesses.
-How would Terrance most likely benefit from aligning the sales process with the customer's buying process?

Accepted Answer

A)  lower advertising and marketing costs 
B)  greater efficiency with fewer salespeople 
C)  lower travel expenses due to fewer customer visits 
D)  greater success in making sales due to understanding how buyers buy 
E)  fewer returns from customers who felt pressured into making transactional purchases 
A)  lower advertising and marketing costs 
B)  greater efficiency with fewer salespeople 
C)  lower travel expenses due to fewer customer visits 
D)  greater success in making sales due to understanding how buyers buy 
E)  fewer returns from customers who felt pressured into making transactional purchases

Question 14

Terrance Simpson is a sales representative for Swim-Tex, a swimming pool service and supply company. Swim-Tex sells the chemicals needed for pool maintenance as well as pool accessories like slides, ladders, and diving boards. Swim-Tex sells to both consumers and businesses.
-Terrance relies on the buyer resolution theory to pursue sales.Terrance is most likely vulnerable to which of the following factors?

Accepted Answer

A)  increasing the time it takes to close the sale 
B)  spending too little time building rapport with the customer 
C)  losing focus on the features and benefits of the product 
D)  shifting all the power in the transaction to the customer 
E)  focusing on a decision in the process that is not an issue for the customer 
A)  increasing the time it takes to close the sale 
B)  spending too little time building rapport with the customer 
C)  losing focus on the features and benefits of the product 
D)  shifting all the power in the transaction to the customer 
E)  focusing on a decision in the process that is not an issue for the customer

Question 15

When products are indistinguishable or there is a prior relationship between customer and vendor,a purchase is most likely based on a(n):

Accepted Answer

A)  product buying motive 
B)  patronage buying motive 
C)  rational buying motive 
D)  emotional buying motive 
E)  group buying motive 
A)  product buying motive 
B)  patronage buying motive 
C)  rational buying motive 
D)  emotional buying motive 
E)  group buying motive

Question 16

According to the text,Ashley Pineda of the Pulte Group needs to do which of the following before meeting with customers?

Accepted Answer

A)  Rehearse her sales presentation until she has it memorized. 
B)  Conduct research to determine each customer's specific needs. 
C)  Contact the home office to confirm the customer's address. 
D)  Meet with her sales manager about her flagging sales. 
E)  Implement a systems selling strategy director. 
A)  Rehearse her sales presentation until she has it memorized. 
B)  Conduct research to determine each customer's specific needs. 
C)  Contact the home office to confirm the customer's address. 
D)  Meet with her sales manager about her flagging sales. 
E)  Implement a systems selling strategy director.

Question 17

One difference between organizational and consumer buyers is that organizational buyers' purchases are made for some purpose other than personal consumption.

Accepted Answer

A) True 
 B)False

Question 18

RealPlan sells a calendar/messaging/paperwork center that helps working parents organize their families' schedules and paperwork. The product has received positive feedback from buyers, and it is priced comparably to normal planners even though it offers more features and benefits. RealPlan has been selling various planning products to consumers for 10 years, and managers at the firm see an opportunity to move into the business market with a software version of the popular planner.
-On a customer satisfaction survey,which answer most likely suggests that RealPlan salespeople should focus on needs awareness?

Accepted Answer

A)  "The product was not as sturdy as the salesperson said it would be." 
B)  "The product did not solve my primary problems." 
C)  "The product is not a good value for the money." 
D)  "The product arrived torn in the box." 
E)  "The product had a strange color." 
A)  "The product was not as sturdy as the salesperson said it would be." 
B)  "The product did not solve my primary problems." 
C)  "The product is not a good value for the money." 
D)  "The product arrived torn in the box." 
E)  "The product had a strange color."

Question 19

The process through which sensations are interpreted,using our knowledge and experience is called ________.

Accepted Answer

The answer of The process through which sensations are interpreted,using...

Question 20

Terrance Simpson is a sales representative for Swim-Tex, a swimming pool service and supply company. Swim-Tex sells the chemicals needed for pool maintenance as well as pool accessories like slides, ladders, and diving boards. Swim-Tex sells to both consumers and businesses.
-Terrance positions certain swimming pool accessories,such as slides and diving boards,to appeal to baby boomers with grandchildren.Which influence on buying decisions is most important in this situation?

Accepted Answer

A)  role 
B)  culture 
C)  social class 
D)  reference group 
E)  organizational culture 
A)  role 
B)  culture 
C)  social class 
D)  reference group 
E)  organizational culture

There are three types of organizational buying situations: new-task buy,straight rebuy,and modified rebuy.

Which of the following is a factor that would motivate a rational buyer?

Which type of consumer buying situation requires very little consumer involvement and brand differences are usually insignificant?

Very few purchases are guided by emotional buying motives.

A(n)________ is a carefully conceived plan that will result in maximum customer responsiveness.

The need to belong is really just an urge,not a basic human social need.

In which value creation selling approach do salespeople focus a great deal of attention on customers' needs awareness?

Which of the following motives would most likely make a customer buy from the same business they have been buying from?

Salespeople should most likely think of needs in terms of:

List and describe the three types of consumer buying situations.

When products are indistinguishable or there is a prior relationship between customer and vendor,a purchase is most likely based on a(n):

According to the text,Ashley Pineda of the Pulte Group needs to do which of the following before meeting with customers?

One difference between organizational and consumer buyers is that organizational buyers' purchases are made for some purpose other than personal consumption.

The process through which sensations are interpreted,using our knowledge and experience is called ________.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters

Exam 8: The Buying Process and Buyer Behavior

There are three types of organizational buying situations: new-task buy,straight rebuy,and modified rebuy.

Which of the following is a factor that would motivate a rational buyer?

Which type of consumer buying situation requires very little consumer involvement and brand differences are usually insignificant?

Very few purchases are guided by emotional buying motives.

A(n)________ is a carefully conceived plan that will result in maximum customer responsiveness.

The need to belong is really just an urge,not a basic human social need.

In which value creation selling approach do salespeople focus a great deal of attention on customers' needs awareness?

Which of the following motives would most likely make a customer buy from the same business they have been buying from?

Salespeople should most likely think of needs in terms of:

List and describe the three types of consumer buying situations.

When products are indistinguishable or there is a prior relationship between customer and vendor,a purchase is most likely based on a(n):

According to the text,Ashley Pineda of the Pulte Group needs to do which of the following before meeting with customers?

One difference between organizational and consumer buyers is that organizational buyers' purchases are made for some purpose other than personal consumption.

The process through which sensations are interpreted,using our knowledge and experience is called ________.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters