Question 1

After buyers determine their needs they usually issue an RFP.

Accepted Answer

A) True 
 B)False

Question 2

The multi-attribute model for evaluating solution alternatives utilizes weighted averages.

Accepted Answer

A) True 
 B)False

Question 3

Salespeople who are used to selling door-to-door may have difficulty working as a business-to-business salesperson because:

Accepted Answer

A)  In business-to-business selling, sales are rarely made on the first call. 
B)  They're probably not used to forming close relationships with their customers. 
C)  They usually have little experience dealing with multiple (more than two) buying influences. 
D)  They may not be used to dealing with professional purchasing agents. 
E)  All of the above are correct.

Question 4

The _____________________ is the procedure for evaluating suppliers and products that incorporates weighted averages across desired characteristics.

Accepted Answer

The answer of The _____________________ is the procedure for evaluating...

Question 5

The individual within an organization who first identifies a need or problem is called the Instigator.

Accepted Answer

A) True 
 B)False

Question 6

In professional selling, salespeople play an important role in the buyer's post purchase evaluation.

Accepted Answer

A) True 
 B)False

Question 7

A potential buyer will spend more time gathering information in which type of purchasing decision?

Accepted Answer

A)  Straight rebuys 
B)  Modified rebuys 
C)  Repetitive rebuys 
D)  New tasks 
E)  All of the above are general types of purchasing decisions

Question 8

Anthony worked in retail sales while completing his college degree. After graduating, he took a job as a business-to-business salesperson. Which of the following is one of the changes he can expect?

Accepted Answer

A)  His new customers will be more likely to make a purchase. 
B)  His new customers will be more dependent upon him for information. 
C)  His new customers or more likely to have multiple buying influences. 
D)  He is more likely to establish closer working relationships with this new customers. 
E)  Both c and d are correct

Question 9

The gap between a buyer's desired state and his/her actual state is referred to as a

Accepted Answer

A)  Problem 
B)  Complaint 
C)  Negative discrepancy 
D)  Need 
E)  Both a and d are correct

Question 10

Individuals who are low and assertiveness and low on responsiveness are referred to as ___________.

Accepted Answer

The answer of Individuals who are low and assertiveness and...

Question 11

_______________refers to the level of feelings and sociability an individual openly displays.

Accepted Answer

The answer of _______________refers to the level of feelings and...

Question 12

RFP is an acronym for:

Accepted Answer

A)  Request for partners 
B)  Request for proposals 
C)  Request for problems 
D)  Ready for a proposal 
E)  Running for President

Question 13

Individuals within an organization who guide the decision process by making recommendations and expressing preferences are called _______________.

Accepted Answer

The answer of Individuals within an organization who guide the...

Question 14

In order to use the multi-attribute model, buyers need to determine the relative importance of each specified characteristic.

Accepted Answer

A) True 
 B)False

Question 15

Needs which represent the need for acceptance from and association with others are called?

Accepted Answer

A)  Situational needs 
B)  Functional needs 
C)  Social needs 
D)  Psychological needs 
E)  Knowledge needs

Question 16

Suppose you're a salesperson making a sales proposal to a potential customer. During the presentation you learn your product offering will not maximize the buyer's evaluation score in comparison with a competitor's offering. Which the following is probably the best strategy for you follow?

Accepted Answer

A)  End your presentation without disclosing your product's weaknesses 
B)  Exaggerate a little to improve your score 
C)  Attempts to explain to the buyer that the characteristics on which your product scores low are not really important 
D)  Modify your market offer to one that is more customized to your buyer's needs 
E)  Call attention to neglected attributes

Question 17

The desire to become more intelligent leads to intelligence needs.

Accepted Answer

A) True 
 B)False

Question 18

One way for a salesperson to influence the evaluation of a buyer using the multi-attribute model is to attempt to alter the importance weights.

Accepted Answer

A) True 
 B)False

Question 19

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because your company provides the best training and consultation. Which of the following needs is the buyer expressing?

Accepted Answer

A)  Situational needs 
B)  Functional needs 
C)  Social needs 
D)  Psychological needs 
E)  Knowledge needs

Question 20

The category of attributes referring to how things are carried out and done between the buyer and seller is called physiological attributes.

Accepted Answer

A) True 
 B)False

Exam 3: Understanding Buyers

After buyers determine their needs they usually issue an RFP.

The multi-attribute model for evaluating solution alternatives utilizes weighted averages.

Salespeople who are used to selling door-to-door may have difficulty working as a business-to-business salesperson because:

The _____________________ is the procedure for evaluating suppliers and products that incorporates weighted averages across desired characteristics.

The individual within an organization who first identifies a need or problem is called the Instigator.

In professional selling, salespeople play an important role in the buyer's post purchase evaluation.

A potential buyer will spend more time gathering information in which type of purchasing decision?

Anthony worked in retail sales while completing his college degree. After graduating, he took a job as a business-to-business salesperson. Which of the following is one of the changes he can expect?

The gap between a buyer's desired state and his/her actual state is referred to as a

Individuals who are low and assertiveness and low on responsiveness are referred to as ___________.

_______________refers to the level of feelings and sociability an individual openly displays.

RFP is an acronym for:

Individuals within an organization who guide the decision process by making recommendations and expressing preferences are called _______________.

In order to use the multi-attribute model, buyers need to determine the relative importance of each specified characteristic.

Needs which represent the need for acceptance from and association with others are called?

Suppose you're a salesperson making a sales proposal to a potential customer. During the presentation you learn your product offering will not maximize the buyer's evaluation score in comparison with a competitor's offering. Which the following is probably the best strategy for you follow?

The desire to become more intelligent leads to intelligence needs.

One way for a salesperson to influence the evaluation of a buyer using the multi-attribute model is to attempt to alter the importance weights.

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because your company provides the best training and consultation. Which of the following needs is the buyer expressing?

The category of attributes referring to how things are carried out and done between the buyer and seller is called physiological attributes.