Question 1

A patronage-focused buyer,Roxanne,buys her products from:

Accepted Answer

A) family. 
B) one business. 
C) friends. 
D) many businesses. 
E) same brand name. 
A) family. 
B) one business. 
C) friends. 
D) many businesses. 
E) same brand name. B

Question 2

A buying centre is a centralized facility where inventory is stored to be distributed to other locations.

Accepted Answer

A) True 
 B)False  False

Question 3

The three major types of business buying are:

Accepted Answer

A) individual,group and organizational buying. 
B) habitual buying decision,variety seeking buying decision and complex buying decision. 
C) new task buying,straight rebuy and modified rebuy. 
D) rational,emotional and financial buying decisions. 
E) systems buying,value-added buying and relationship buying. 
A) individual,group and organizational buying. 
B) habitual buying decision,variety seeking buying decision and complex buying decision. 
C) new task buying,straight rebuy and modified rebuy. 
D) rational,emotional and financial buying decisions. 
E) systems buying,value-added buying and relationship buying. C

Question 4

The product should be the focus of every sales call.

Accepted Answer

A) True 
 B)False

Question 5

Natasha believes that Zippy Cookies are superior to Zappy Cookies.Her motive to buy Zippy Cookies is a:

Accepted Answer

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

Question 6

The buyer of a catering service wants to buy food of exceptional quality that can be served quickly,and is priced fairly.The caterer needs to determine the customers':

Accepted Answer

A) product buying motive. 
B) dominant buying motive. 
C) emotional buying motive. 
D) rational buying motive. 
E) secondary buying motive. 
A) product buying motive. 
B) dominant buying motive. 
C) emotional buying motive. 
D) rational buying motive. 
E) secondary buying motive.

Question 7

Even though a salesperson's role is minimal or unnecessary from the consumer's perspective,a salesperson can add value to a transactional sale by:

Accepted Answer

A) understanding the buyer's dominant buying motives. 
B) making the purchase stage "hassle free". 
C) understanding the buyer's problem or need. 
D) simplifying the choice by assisting with the evaluation of alternatives. 
E) overcoming buyer's remorse. 
A) understanding the buyer's dominant buying motives. 
B) making the purchase stage "hassle free". 
C) understanding the buyer's problem or need. 
D) simplifying the choice by assisting with the evaluation of alternatives. 
E) overcoming buyer's remorse.

Question 8

The role a salesperson can play during the need awareness stage is by:

Accepted Answer

A) creating a need for his product. 
B) identifying the customer's problems. 
C) providing information on the available solutions. 
D) recommending the optimal product solution. 
E) overcoming buyer's remorse 
A) creating a need for his product. 
B) identifying the customer's problems. 
C) providing information on the available solutions. 
D) recommending the optimal product solution. 
E) overcoming buyer's remorse

Question 9

Limitations of the buyer resolution theory remind us that a sales presentation must be flexible enough to accommodate a variety of selling situations.

Accepted Answer

A) True 
 B)False

Question 10

A habitual buying decision usually requires very little consumer involvement and brand differences are usually insignificant.

Accepted Answer

A) True 
 B)False

Question 11

Very few purchases are guided by emotional buying motives.

Accepted Answer

A) True 
 B)False

Question 12

A university buying tables for furnishing class rooms can be considered a:

Accepted Answer

A) buying centre 
B) non-profit consumer 
C) transactional buyer 
D) business buyer 
E) consumer buyer 
A) buying centre 
B) non-profit consumer 
C) transactional buyer 
D) business buyer 
E) consumer buyer

Question 13

The three prescriptions of the customer strategy are:

Accepted Answer

A) understanding the buying process,understanding buyer behaviour and developing a prospect base. 
B) understand perceptions,dominant buying motives and develop a customer profile. 
C) the Buyer Action theory,the Buyer Resolution theory and the Need Satisfaction theory. 
D) value personal selling,develop a customer profile and do a competitor analysis. 
E) develop a customer profile,do a competitor analysis and understand customer's dominant buying motives. 
A) understanding the buying process,understanding buyer behaviour and developing a prospect base. 
B) understand perceptions,dominant buying motives and develop a customer profile. 
C) the Buyer Action theory,the Buyer Resolution theory and the Need Satisfaction theory. 
D) value personal selling,develop a customer profile and do a competitor analysis. 
E) develop a customer profile,do a competitor analysis and understand customer's dominant buying motives.

Question 14

Sal always buys the same brand of Cola.His buying behaviour can be described as:

Accepted Answer

A) habitual buying 
B) variety-seeking 
C) modified rebuy 
D) complex buying 
E) new-task buying 
A) habitual buying 
B) variety-seeking 
C) modified rebuy 
D) complex buying 
E) new-task buying

Question 15

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

Accepted Answer

A) the customer's unique personal tastes. 
B) his/her own point of view. 
C) a standardized procedure or presentation. 
D) the most important features of the product. 
E) the buyer profile based on industry research. 
A) the customer's unique personal tastes. 
B) his/her own point of view. 
C) a standardized procedure or presentation. 
D) the most important features of the product. 
E) the buyer profile based on industry research.

Question 16

Maslow's hierarchy of needs theory rests on the assumption that:

Accepted Answer

A) if you cannot satisfy one need you move on to the next level of need. 
B) the higher level needs have to be satisfied before the lower level needs can be satisfied. 
C) physiological needs have to be satisfied after social needs. 
D) when a lower-level need is satisfied,the next level of need demands attention. 
E) all needs are equally important at all times. 
A) if you cannot satisfy one need you move on to the next level of need. 
B) the higher level needs have to be satisfied before the lower level needs can be satisfied. 
C) physiological needs have to be satisfied after social needs. 
D) when a lower-level need is satisfied,the next level of need demands attention. 
E) all needs are equally important at all times.

Question 17

Generally women make purchases based on emotional buying motives.

Accepted Answer

A) True 
 B)False

Question 18

Explain the role a salesperson plays in the three types of business buying.

Accepted Answer

a.New task buy - salespeople should prov

Question 19

Brand switching amongst low-involvement consumers may arise from a desire to seek variety rather than product dissatisfaction.

Accepted Answer

A) True 
 B)False

Question 20

The Canadian Professional Sales Association may be a reference group for its members. Its members can use this organization as a point of comparison and source of information.

Accepted Answer

A) True 
 B)False

A patronage-focused buyer,Roxanne,buys her products from:

A buying centre is a centralized facility where inventory is stored to be distributed to other locations.

The three major types of business buying are:

The product should be the focus of every sales call.

Natasha believes that Zippy Cookies are superior to Zappy Cookies.Her motive to buy Zippy Cookies is a:

The buyer of a catering service wants to buy food of exceptional quality that can be served quickly,and is priced fairly.The caterer needs to determine the customers':

Even though a salesperson's role is minimal or unnecessary from the consumer's perspective,a salesperson can add value to a transactional sale by:

The role a salesperson can play during the need awareness stage is by:

Limitations of the buyer resolution theory remind us that a sales presentation must be flexible enough to accommodate a variety of selling situations.

A habitual buying decision usually requires very little consumer involvement and brand differences are usually insignificant.

Very few purchases are guided by emotional buying motives.

A university buying tables for furnishing class rooms can be considered a:

The three prescriptions of the customer strategy are:

Sal always buys the same brand of Cola.His buying behaviour can be described as:

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

Maslow's hierarchy of needs theory rests on the assumption that:

Generally women make purchases based on emotional buying motives.

Explain the role a salesperson plays in the three types of business buying.

Brand switching amongst low-involvement consumers may arise from a desire to seek variety rather than product dissatisfaction.

The Canadian Professional Sales Association may be a reference group for its members. Its members can use this organization as a point of comparison and source of information.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

Developing and Qualifying a Prospect Base

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 Behaviour

A patronage-focused buyer,Roxanne,buys her products from:

A buying centre is a centralized facility where inventory is stored to be distributed to other locations.

The three major types of business buying are:

The product should be the focus of every sales call.

Natasha believes that Zippy Cookies are superior to Zappy Cookies.Her motive to buy Zippy Cookies is a:

The buyer of a catering service wants to buy food of exceptional quality that can be served quickly,and is priced fairly.The caterer needs to determine the customers':

Even though a salesperson's role is minimal or unnecessary from the consumer's perspective,a salesperson can add value to a transactional sale by:

The role a salesperson can play during the need awareness stage is by:

Limitations of the buyer resolution theory remind us that a sales presentation must be flexible enough to accommodate a variety of selling situations.

A habitual buying decision usually requires very little consumer involvement and brand differences are usually insignificant.

Very few purchases are guided by emotional buying motives.

A university buying tables for furnishing class rooms can be considered a:

The three prescriptions of the customer strategy are:

Sal always buys the same brand of Cola.His buying behaviour can be described as:

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

Maslow's hierarchy of needs theory rests on the assumption that:

Generally women make purchases based on emotional buying motives.

Explain the role a salesperson plays in the three types of business buying.

Brand switching amongst low-involvement consumers may arise from a desire to seek variety rather than product dissatisfaction.

The Canadian Professional Sales Association may be a reference group for its members. Its members can use this organization as a point of comparison and source of information.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

Developing and Qualifying a Prospect Base

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