Exam 3: Understanding Buyers

One of the current developments in purchasing is a relationship emphasis on cooperation and ________________.

Business markets are characterized as having multiple buying influences.

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

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

___________________ attributes refer to the features and characteristics that are related to what the product actually does or is expected to do.

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

One of the major trends affecting purchasing is the increasing use of information technology.

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

The most common type of buying decision for most purchasing agents is new task.

Today, organizations are becoming more competitive with their suppliers.

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

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:

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

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

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

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

A salesperson engaged in _______________________________provides information to evidence a more accurate and less favorable picture of the competitors attributes.

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

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