Question 1

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. B

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 A

Question 3

Relative to consumer markets, business markets are more likely to exhibit:

Accepted Answer

A)   Customers with greater intelligence
B)   Customers with more problems
C)   Higher levels of demand fluctuation
D)   Customers with lower intelligence
E)   Customers with fewer problems C

Question 4

The first step of the buying decision process is __________________________.

Accepted Answer

The answer of The first step of the buying decision...

Question 5

Which of the following is not one of the types of buyer needs?

Accepted Answer

A)   Functional
B)   Social
C)   Physiological
D)   Situation
E)   None of the above are types of buyer needs

Question 6

The market in which consumers purchase goods and services for their own use or consumption is called the ____________ market.

Accepted Answer

The answer of The market in which consumers purchase goods...

Question 7

The desire to become more intelligent leads to intelligence needs.

Accepted Answer

A) True 
 B)False

Question 8

The demand for computer chips is based on the demand for computers. This characteristic is known as _____________demand.

Accepted Answer

The answer of The demand for computer chips is based...

Question 9

The category of attributes referring to what the product actually does or is expected to do is called functional attributes.

Accepted Answer

A) True 
 B)False

Question 10

For most purchasing agents, the most common type of buying decision is new task.

Accepted Answer

A) True 
 B)False

Question 11

Individuals within an organization who have the ultimate responsibility of determining which product or service will be purchased are called ________________.

Accepted Answer

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

Question 12

Which of the following is the most common categorization of buyers?

Accepted Answer

A)   Consumer market and end user market
B)   Business market and intermediaries
C)   Consumer market and business market
D)   Government market and business market
E)   Government market and intermediaries

Question 13

The least important member of the buying team is the Gatekeeper.

Accepted Answer

A) True 
 B)False

Question 14

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)   Attempt 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 15

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 16

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 17

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 18

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 19

The evaluative attributes related to what the product actually does or is expected to do are called?

Accepted Answer

A)   Evaluative attributes
B)   "Delighter" attributes
C)   Functional attributes
D)   Psychological attributes
E)   Physiological attributes

Question 20

One way to influence a buyer utilizing the multi-attribute model for purchase decision making, is to call attention to __________________ attributes. These are attributes that may have a greater influence on the overall solution than the buyer previously thought.

Accepted Answer

The answer of One way to influence a buyer utilizing...

Exam 3: Understanding Buyers

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

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?

Relative to consumer markets, business markets are more likely to exhibit:

The first step of the buying decision process is __________________________.

Which of the following is not one of the types of buyer needs?

The market in which consumers purchase goods and services for their own use or consumption is called the ____________ market.

The desire to become more intelligent leads to intelligence needs.

The demand for computer chips is based on the demand for computers. This characteristic is known as _____________demand.

The category of attributes referring to what the product actually does or is expected to do is called functional attributes.

For most purchasing agents, the most common type of buying decision is new task.

Individuals within an organization who have the ultimate responsibility of determining which product or service will be purchased are called ________________.

Which of the following is the most common categorization of buyers?

The least important member of the buying team is the Gatekeeper.

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

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) __________________

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?

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?

The evaluative attributes related to what the product actually does or is expected to do are called?

One way to influence a buyer utilizing the multi-attribute model for purchase decision making, is to call attention to __________________ attributes. These are attributes that may have a greater influence on the overall solution than the buyer previously thought.