Exam 8: The Buying Process and Buyer Behavior

The three prescriptions for developing a customer strategy focus on (1)the customer's buying process,(2)why customers buy,and (3)negotiating the transaction.

Product buying motives include:

________ is the first stage in the buying process.

When a teenage girl asks her best friends for their opinions on a career opportunity,she is most likely seeking support from which of the following groups?

A first-time purchase of a product or service by a business-to-business customer is a(n)________ buy.

The first stage in the typical buying process is evaluation of solutions.

"When should I buy?" is a consideration in the buyer resolution theory of personal selling.

An aroused need,drive,or desire is referred to as a(n):

According to Abraham Maslow,self-fulfillment is achieved through satisfaction of which of the following needs?

What most likely leads a prospect to purchase one product instead of another?

Which type of selling appeals to buyers who prefer to purchase a packaged solution to a problem from a single seller,thus avoiding all the separate decisions involved in a complex buying situation?

List the steps in the typical buying process.

Patronage buying motives are particularly important when product offerings from several companies are very similar.

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. -The sales director of RealPlan has observed that during the selling process the sales team primarily focuses on promoting product features and benefits to customers.Although the sales team has a high closure rate of initial sales,the team has a low rate of repeat business.Which stage of the typical buying process should RealPlan salespeople most likely focus on to improve customer retention rates?

A study of buying behavior reveals that most people make buying decisions based on:

Within most cultures are groups whose members share value systems based on common life experiences and situations.We call such a group a(n)________.

Which influence on buying decisions is defined as a set of characteristics and social behaviors based on the expectations of others?

A purchase based on the result of an objective review of available information is based on a(n):

In order for a customer to arrive at a buying decision,the salesperson should present the product according to:

A habitual rebuy is characterized by perceived brand differences and high customer involvement.