Question 1

The desire to belong to a particular reference group leads to psychological needs.

Accepted Answer

A) True 
 B)False

Question 2

A business organization wanting to increase its interdependence with its suppliers in an effort to reduce risk and increase profitability, may wish to explore the concept of?

Accepted Answer

A)  Supply chain management 
B)  Strategic intermediary integration 
C)  Strategic marketing 
D)  Strategic channel management 
E)  None of the above

Question 3

Scott is a very supportive person who likes to keep his opinions to himself. He is also very task oriented and makes decisions based more on rational reasoning than emotion. With respect to the Communication Styles Matrix, Scott is a(n)__________________

Accepted Answer

A)  Assertive 
B)  Amiable 
C)  Expressive 
D)  Analytical 
E)  Driver

Question 4

The multi-attribute model for weighting solution alternatives is rarely used by business organizations because it involves complex math.

Accepted Answer

A) True 
 B)False

Question 5

Individuals within an organization who are in a position to control the flow of information to and between vendors and other buying center members are called __________________.

Accepted Answer

The answer of Individuals within an organization who are in...

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because you offer a long warranty and a liberal return policy.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 8

____________ needs refers to the desire for feelings of assurance, risk reduction, as well as positive emotions and feelings such a success, joy, excitement, and stimulation.

Accepted Answer

The answer of ____________ needs refers to the desire for...

Question 9

The two general categories of attributes making up the two-factor model of evaluation are?

Accepted Answer

A)  Functional and "must-have" attributes 
B)  "must-have" and evaluative attributes 
C)  Functional and evaluative attributes 
D)  Function and psychological attributes 
E)  Evaluative and "delighter" attributes

Question 10

The desire to become more intelligent leads to intelligence needs.

Accepted Answer

A) True 
 B)False

Question 11

Individuals who are high on the assertiveness measure and high on responsiveness measure are known as __________________.

Accepted Answer

The answer of Individuals who are high on the assertiveness...

Question 12

A buyer's motivation to make a purchase begins when he/she:

Accepted Answer

A)  Identifies a needs gap 
B)  Talks with a salesperson 
C)  Evaluates proposals 
D)  Searches for information 
E)  Makes a purchase

Question 13

The need for acceptance from, and association with others fall into the ____________ needs category.

Accepted Answer

The answer of The need for acceptance from, and association...

Question 14

The _______________________ model of evaluation is a post-purchase evaluation process buyers use that evaluates a product purchase using functional and psychological attributes.

Accepted Answer

The answer of The _______________________ model of evaluation is a...

Question 15

It is important for salespeople to be familiar with the basic types of buyer needs to help ensure that:

Accepted Answer

A)  The buyer is happy with your product. 
B)  No significant problems or needs have been overlooked in the process of needs discovery. 
C)  The buyer will learn to trust the salesperson. 
D)  The salesperson will always be able to match benefits to the needs of the buyer. 
E)  None of the above.

Question 16

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because it is the one best suited for performing a particular task.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 17

________________ refers to a purchase decision that occurs when a buyer has experience in purchasing a similar product in the past but is interested in acquiring additional information regarding alternative products and/or suppliers.

Accepted Answer

The answer of ________________ refers to a purchase decision that...

Question 18

Suppose that, as a salesperson, you know that one of your potential buyers uses the multi-attribute model when making purchase decisions.Before making your proposal, you should probably try to accomplish which of the following?

Accepted Answer

A)  The development of a presentation that includes all of the benefits your product has to offer 
B)  An understanding of your general strengths and weaknesses relative to your competitors 
C)  An understanding of the importance weights the buyer will assign to the desired characteristics 
D)  The determination of the most efficient way to deliver your proposal 
E)  None of the above

Question 19

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 20

The most common categorization of buyers places them into either consumer markets or business markets.

Accepted Answer

A) True 
 B)False

Exam 3: Understanding Buyers

The desire to belong to a particular reference group leads to psychological needs.

A business organization wanting to increase its interdependence with its suppliers in an effort to reduce risk and increase profitability, may wish to explore the concept of?

Scott is a very supportive person who likes to keep his opinions to himself. He is also very task oriented and makes decisions based more on rational reasoning than emotion. With respect to the Communication Styles Matrix, Scott is a(n) __________________

The multi-attribute model for weighting solution alternatives is rarely used by business organizations because it involves complex math.

Individuals within an organization who are in a position to control the flow of information to and between vendors and other buying center members are called __________________.

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

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because you offer a long warranty and a liberal return policy.Which of the following needs is the buyer expressing?

____________ needs refers to the desire for feelings of assurance, risk reduction, as well as positive emotions and feelings such a success, joy, excitement, and stimulation.

The two general categories of attributes making up the two-factor model of evaluation are?

The desire to become more intelligent leads to intelligence needs.

Individuals who are high on the assertiveness measure and high on responsiveness measure are known as __________________.

A buyer's motivation to make a purchase begins when he/she:

The need for acceptance from, and association with others fall into the ____________ needs category.

The _______________________ model of evaluation is a post-purchase evaluation process buyers use that evaluates a product purchase using functional and psychological attributes.

It is important for salespeople to be familiar with the basic types of buyer needs to help ensure that:

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because it is the one best suited for performing a particular task.Which of the following needs is the buyer expressing?

________________ refers to a purchase decision that occurs when a buyer has experience in purchasing a similar product in the past but is interested in acquiring additional information regarding alternative products and/or suppliers.

Suppose that, as a salesperson, you know that one of your potential buyers uses the multi-attribute model when making purchase decisions.Before making your proposal, you should probably try to accomplish which of the following?

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

The most common categorization of buyers places them into either consumer markets or business markets.