Exam 8: The Buying Process and Buyer Behavior

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 has identified that a customer strongly identifies with social groups and is influenced heavily by her role,reference,social class,and culture.What would be important for Terrance to do to win the sale from this customer?

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

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

A customer will tend to screen out or modify stimuli.This process is known as:

________ is the first stage in the buying process.

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

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

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?

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?

Subcultures typically share value systems based on similar life experiences and situations.

Which stage in the typical buying process occurs after a customer has evaluated solutions but before a purchase is made?

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?

Which buyer behavior theory focuses the salesperson's attention on five important factors that the customer is likely to consider before making a purchase?

Salespeople should most likely think of needs in terms of:

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

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

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

Which of the following is an important limitation of the buyer resolution theory?

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. -When giving a sales presentation to new customers,Terrance strives to convey that he is highly ethical and trustworthy and that Swim-Tex products are safe and will perform as expected.Terrance is most likely addressing which aspect of Maslow's hierarchy of needs?

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