Question 1

Transactional buyers are well aware of their needs and usually know a great deal about the products or services they intend to purchase.

Accepted Answer

A) True 
 B)False

Question 2

Buyer behavior is often influenced by perception.

Accepted Answer

A) True 
 B)False

Question 3

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.
-A consumer who purchases the RealPlan product for the first time would most likely be engaging in a(n)________ buying decision.

Accepted Answer

A) straight rebuy 
B) variety-seeking 
C) modified rebuy 
D) habitual 
E) complex 
A) straight rebuy 
B) variety-seeking 
C) modified rebuy 
D) habitual 
E) complex

Question 4

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.
-RealPlan marketers have developed advertisements that show images of families spending quality time together enjoying fun activities.The implication of the ads is that the RealPlan product enables families to organize their busy schedules so well that more time is available for bonding.What are the RealPlan marketers most likely trying to do with these advertisements?

Accepted Answer

A) Stimulate emotional buying motives. 
B) Examine rational buying motives. 
C) Appeal to working and single mothers. 
D) Engage common reference groups. 
E) Develop lifetime customer value. 
A) Stimulate emotional buying motives. 
B) Examine rational buying motives. 
C) Appeal to working and single mothers. 
D) Engage common reference groups. 
E) Develop lifetime customer value.

Question 5

The three types of consumer buying situations are habitual buying decisions,complex buying decisions,and modified buying decisions.

Accepted Answer

A) True 
 B)False

Question 6

Cross-generational selling is most likely a challenge because different generations:

Accepted Answer

A) have different basic emotional needs 
B) prefer different forms of contact 
C) have different physiological needs 
D) feel mistrust for each other 
E) have power dynamic issues 
A) have different basic emotional needs 
B) prefer different forms of contact 
C) have different physiological needs 
D) feel mistrust for each other 
E) have power dynamic issues

Question 7

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

Transactional buyers are well aware of their needs and usually know a great deal about the products or services they intend to purchase.

Buyer behavior is often influenced by perception.

The three types of consumer buying situations are habitual buying decisions,complex buying decisions,and modified buying decisions.

Cross-generational selling is most likely a challenge because different generations:

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

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

Transactional buyers are well aware of their needs and usually know a great deal about the products or services they intend to purchase.

Buyer behavior is often influenced by perception.

The three types of consumer buying situations are habitual buying decisions,complex buying decisions,and modified buying decisions.

Cross-generational selling is most likely a challenge because different generations:

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

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