Exam 3: Understanding Buyers

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?

A salesperson's best chance for making a sale is to get involved with the buyer when they are in the ____________________ stage of the buying process?

Mark is a salesperson who understands the importance of ensuring customers value their interactions with him. Accordingly, Mark focuses on possessing _________________, one of the components of the Two-Factor Model of Buyer Evaluation.

An individual buying office supplies for an organization is operating in the consumer market.

The last stage of the buying process is usually accomplished only after the purchase decision has been made.

Natalie is a very assertive person who is also emotional, animated, and relationship-oriented. With respect to the Communication Styles Matrix, Natalie is a(n)__________________

The first step in the buying process is to search for qualified suppliers.

_________________ refers to a purchase decision resulting from an ongoing purchasing relationship with a supplier.

Buying teams are involved in new task buying decisions more often than straight rebuys.

Typically, buyers involved in new task purchasing decisions rely more heavily on outside information than do buyers involved in modified rebuys.

Needs which represent the need for a specific core task to be performed are called?

The member of the buying team who controls the flow of information is called the ____?

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.

The second stage of the buying process is to determine the general characteristics of a solution to a particular problem or need.As a salesperson, you should want to assist the buyer as they move through this stage because:

The evaluative attributes which the salesperson can affect through value-added service (beyond what the core product offers)are called?

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

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

The strategic coordination and integration of purchasing with other functions within the buying organization as well as external organizations is called _______________________________.

When demand increases in the consumer market, the business market reacts by accelerating the buildup of inventories and increasing plant capacity. This phenomenon is known as the ______________ principle.

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