Question 1

Systems selling appeals to buyers who prefer to purchase individual products from a variety of sellers.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following statements about social class is most likely true?

Accepted Answer

A) People in the lower classes purchase items less impulsively than upper class shoppers. 
B) Social scientists agree that there are an unlimited number of social classes. 
C) "New money" people possess inherited wealth,often acquired several generations before. 
D) It is virtually impossible to move from one social class to another. 
E) Social class is determined by a combination of factors such as income,education,occupation,and accumulated wealth. 
A) People in the lower classes purchase items less impulsively than upper class shoppers. 
B) Social scientists agree that there are an unlimited number of social classes. 
C) "New money" people possess inherited wealth,often acquired several generations before. 
D) It is virtually impossible to move from one social class to another. 
E) Social class is determined by a combination of factors such as income,education,occupation,and accumulated wealth.

Question 3

In Maslow's theory,after physiological needs have been satisfied the next need level is likely to be:

Accepted Answer

A) self-actualization 
B) psychological awareness 
C) freedom from danger 
D) worthiness in the eyes of others 
E) food and shelter 
A) self-actualization 
B) psychological awareness 
C) freedom from danger 
D) worthiness in the eyes of others 
E) food and shelter

Question 4

List the steps in the typical buying process.

Accepted Answer

1.Need awareness.
2.Evaluation

Question 5

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 6

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

Accepted Answer

A) True 
 B)False

Question 7

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

Question 8

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 9

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

Accepted Answer

A) True 
 B)False

Question 10

Which is most likely true regarding the differences between consumer and organizational buyers?

Accepted Answer

A) Consumer buyers focus on complex,technical specifications,while organizational buyers focus on brand reputation. 
B) Consumers purchase for household consumption,while organizational buyers purchase for personal consumption. 
C) Consumer decisions are usually made by individuals,while organizational decisions are frequently made by several people. 
D) Consumer purchases are based primarily on rational criteria,while organizational purchases are based primarily on emotional responses to products or promotions. 
E) Consumers mostly engage in a lengthy decision process,while organizational buyers make quick decisions. 
A) Consumer buyers focus on complex,technical specifications,while organizational buyers focus on brand reputation. 
B) Consumers purchase for household consumption,while organizational buyers purchase for personal consumption. 
C) Consumer decisions are usually made by individuals,while organizational decisions are frequently made by several people. 
D) Consumer purchases are based primarily on rational criteria,while organizational purchases are based primarily on emotional responses to products or promotions. 
E) Consumers mostly engage in a lengthy decision process,while organizational buyers make quick decisions.

Question 11

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

Accepted Answer

A) buying motive 
B) undifferentiated motive 
C) compelling motive 
D) rational motive 
E) personal motive 
A) buying motive 
B) undifferentiated motive 
C) compelling motive 
D) rational motive 
E) personal motive

Question 12

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

Question 13

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

Accepted Answer

A) the individual customer's needs 
B) the salesperson's point of view 
C) a standardized procedure or presentation 
D) the buyer profile based on industry research 
E) the chronological timeline of the product 
A) the individual customer's needs 
B) the salesperson's point of view 
C) a standardized procedure or presentation 
D) the buyer profile based on industry research 
E) the chronological timeline of the product

Question 14

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

Accepted Answer

A) product buying motives 
B) patronage affiliations 
C) buyer resolutions 
D) group emotional needs 
E) physiological concerns 
A) product buying motives 
B) patronage affiliations 
C) buyer resolutions 
D) group emotional needs 
E) physiological concerns

Question 15

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 should most likely understand a customer's emotional buying motives because such motives are:

Accepted Answer

A) only overcome by nonverbal communication 
B) foundations for rational buying motives 
C) influential in most buying decisions 
D) factors in cost/benefit analyses 
E) barriers to most high-end sales 
A) only overcome by nonverbal communication 
B) foundations for rational buying motives 
C) influential in most buying decisions 
D) factors in cost/benefit analyses 
E) barriers to most high-end sales

Question 16

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 17

According to the buyer resolution theory,which of the following is an important factor that the consumer is likely to consider before making a purchase?

Accepted Answer

A) Where should I store the product after purchase? 
B) What is a fair price? 
C) How many sellers are in the market? 
D) When should I make the payment? 
E) From whom should I ask advice about the purchase? 
A) Where should I store the product after purchase? 
B) What is a fair price? 
C) How many sellers are in the market? 
D) When should I make the payment? 
E) From whom should I ask advice about the purchase?

Question 18

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?

Accepted Answer

A) modified selling 
B) bundled-option selling 
C) straight selling 
D) transactional selling 
E) systems selling 
A) modified selling 
B) bundled-option selling 
C) straight selling 
D) transactional selling 
E) systems selling

Question 19

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 20

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

Accepted Answer

A) True 
 B)False

Systems selling appeals to buyers who prefer to purchase individual products from a variety of sellers.

Which of the following statements about social class is most likely true?

In Maslow's theory,after physiological needs have been satisfied the next need level is likely to be:

List the steps in the typical buying process.

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

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

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

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

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

Which is most likely true regarding the differences between consumer and organizational buyers?

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

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

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

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

According to the buyer resolution theory,which of the following is an important factor that the consumer is likely to consider before making a purchase?

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?

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

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

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Exam 8: The Buying Process and Buyer Behavior

Systems selling appeals to buyers who prefer to purchase individual products from a variety of sellers.

Which of the following statements about social class is most likely true?

In Maslow's theory,after physiological needs have been satisfied the next need level is likely to be:

List the steps in the typical buying process.

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

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

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

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

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

Which is most likely true regarding the differences between consumer and organizational buyers?

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

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

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

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

According to the buyer resolution theory,which of the following is an important factor that the consumer is likely to consider before making a purchase?

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?

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

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