Exam 3: Buying Behavior and the Buying Process

By increasing the rating of a competitive product,salespeople can improve customers' perception of their product.

Hammond Inc.supplies its retailers with handheld Crownlink electronic data interchange terminals.All of its retailers use these terminals to transmit merchandise orders to Hammond in Kansas City.Their inventories are always stocked as needed.Shipments are made daily as required by individual retailers.This is an example of a(n)_____ system.

During performance evaluations of various vendors,the importance weights of all characteristics are considered equal.

Emotional needs are directly related to the performance of a product rather the personal gratification an individual gets from the product.

Ruth markets rock concerts.She is looking for a company that will handle all of the various mailing needed to promote the purchase of concert tickets.She wants to use Graham Mail House because she is a good friend of the mailing house's operations manager,but others involved in the decision making want to take bids from other mailing houses.In this example,Ruth is expressing a(n)_____ need in the buying process.

Clara is the head of the sales department of a firm.She wants to know the volume of sales generated by her sales department and how quickly the firm's products are sold in the regional market.In this case,Clara is most likely calculating the:

To reduce the uncertainty and risk involved in buying raw materials from multiple vendors,Miguel always buys the raw materials for his firm from a preferred vendor.From the perspective of an out-supplier,Miguel's account would be treated as:

A salesperson for the Big Apple Sign Corporation was trying to get the owner of a hardware store to buy a new kind of advertising tool called floor graphics-an opaque vinyl film that applies directly to the floor,is easy to remove,and can be used to promote in-store specials.Since the store owner has purchased advertising before-just not this particular kind of advertising tool-this is an example of a _____ situation.

Salespeople often trigger the buying process by demonstrating how their products can improve the efficiency of the customer's operation.

Maynard,the head of the research and development department of a pharmaceutical firm,rejects a new drug manufactured by the firm because the drug does not meet the required quality standards.According to Miller and Heiman,Maynard is most likely a(n):

When the office manager of an established dentist orders a case of the same brand of dental floss that the dentist's office has been using for years from the same source,it is considered a straight rebuy.

When P.C.Logic,a fax machine manufacturer,purchases ceramic printing heads from Kyocera to install in its fax machines,it is acting as a(n):

How can salespeople use the concept of life-cycle costing?

What is the multiattribute model of product evaluation and choice?

Salespeople selling original equipment manufacturer (OEM)products need to demonstrate that their products help customers produce products that will offer superior value.

When firms want to influence the perceived value of one of its products among customers,which of the following strategies is typically used as a last resort?

Jack is a salesperson for a window and door distributor.Why should he pay close attention to the demand for new housing and the number of new high-rises getting building permits?

Jackson likes his major parts supplier for his automobile repair business but always buys some of the parts from another competitor.Jackson is using a(n)_____ strategy.

Mike's Autos uses a supply chain management system to schedule the delivery of auto parts to arrive at its plants exactly thirty minutes before the parts are to be used in the assembly process.The company uses a(n)_____ system.

Who are end users?