Question 1

Most consumer markets are characterized as having derived demand.

Accepted Answer

A) True 
 B)False

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

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 
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 4

Once the buyer has completed phase three of the buying process (a description of the characteristics of the item and quantity needed), the buyer should:

Accepted Answer

A)  Begin searching for and qualifying potential solution providers. 
B)  Start analyzing proposals. 
C)  Attempt to determine the needs. 
D)  Evaluate the solution. 
E)  Make sure the salesperson is able to deliver a customized solution. 
A)  Begin searching for and qualifying potential solution providers. 
B)  Start analyzing proposals. 
C)  Attempt to determine the needs. 
D)  Evaluate the solution. 
E)  Make sure the salesperson is able to deliver a customized solution.

Question 5

In market which consumers purchase goods and services rather use and function is called the ____________ market.

Accepted Answer

The answer of In market which consumers purchase goods and...

Question 6

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?

Accepted Answer

A)  Recognition of need 
B)  Acquisition of proposals 
C)  Search for solution providers 
D)  Final 
E)  All the above 
A)  Recognition of need 
B)  Acquisition of proposals 
C)  Search for solution providers 
D)  Final 
E)  All the above

Question 7

If a buyer mistakenly believes that a competitor's offering has higher level attributes or qualities than it actually does, the salesperson should attempt to:

Accepted Answer

A)  Alter the buyer's beliefs about the competitor's offering 
B)  Reassure the buyer that your product is superior 
C)  Alter the importance weights the buyer's using 
D)  Describe the difficulties the buyer will have if they choose the competitor's offer 
E)  Both b and d 
A)  Alter the buyer's beliefs about the competitor's offering 
B)  Reassure the buyer that your product is superior 
C)  Alter the importance weights the buyer's using 
D)  Describe the difficulties the buyer will have if they choose the competitor's offer 
E)  Both b and d

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

________________ refers to a purse decision that occurs when a buyer is purchasing a product or service for the first time.

Accepted Answer

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

Question 10

One of the major trends affecting purchasing is supply chain management.

Accepted Answer

A) True 
 B)False

Question 11

The evaluative attributes which the salesperson's core product's performance can affect are called?

Accepted Answer

A)  Evaluative attributes 
B)  "Must-have" attributes 
C)  Performance attributes 
D)  Psychological attributes 
E)  Physiological attributes 
A)  Evaluative attributes 
B)  "Must-have" attributes 
C)  Performance attributes 
D)  Psychological attributes 
E)  Physiological attributes

Question 12

Outsourcing refers to the externalizing of a business function that was previously internalized.

Accepted Answer

A) True 
 B)False

Question 13

Individuals who are low and assertiveness and high and responsiveness referred to as ______________.

Accepted Answer

The answer of Individuals who are low and assertiveness and...

Question 14

Which is not considered to be a specific communication style ?

Accepted Answer

A)  assertives 
B)  amiables 
C)  expressives 
D)  analyticals 
E)  drivers 
A)  assertives 
B)  amiables 
C)  expressives 
D)  analyticals 
E)  drivers

Question 15

One way for a salesperson to influence the evaluation of a buyer using the multi-attribute model is to attempt to alter the importance weights.

Accepted Answer

A) True 
 B)False

Question 16

___________ needs refers to the desire for personal development, information, and knowledge to increase thought and understanding as to how and why things happen.

Accepted Answer

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

Question 17

Members of the buying team will almost always have the same goals.

Accepted Answer

A) True 
 B)False

Question 18

The buying process for consumers is usually more complex than the buying process for businesses.

Accepted Answer

A) True 
 B)False

Question 19

Needs which represent the desire for personal development and information are called?

Accepted Answer

A)  Situational needs 
B)  Functional needs 
C)  Social needs 
D)  Psychological needs 
E)  Knowledge needs 
A)  Situational needs 
B)  Functional needs 
C)  Social needs 
D)  Psychological needs 
E)  Knowledge needs

Question 20

RFP stands for ready for problems, and is a term used by salespeople when uncovering needs.

Accepted Answer

A) True 
 B)False

Most consumer markets are characterized as having derived demand.

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

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

Once the buyer has completed phase three of the buying process (a description of the characteristics of the item and quantity needed), the buyer should:

In market which consumers purchase goods and services rather use and function is called the ____________ market.

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?

If a buyer mistakenly believes that a competitor's offering has higher level attributes or qualities than it actually does, the salesperson should attempt to:

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

________________ refers to a purse decision that occurs when a buyer is purchasing a product or service for the first time.

One of the major trends affecting purchasing is supply chain management.

The evaluative attributes which the salesperson's core product's performance can affect are called?

Outsourcing refers to the externalizing of a business function that was previously internalized.

Individuals who are low and assertiveness and high and responsiveness referred to as ______________.

Which is not considered to be a specific communication style ?

One way for a salesperson to influence the evaluation of a buyer using the multi-attribute model is to attempt to alter the importance weights.

___________ needs refers to the desire for personal development, information, and knowledge to increase thought and understanding as to how and why things happen.

Members of the buying team will almost always have the same goals.

The buying process for consumers is usually more complex than the buying process for businesses.

Needs which represent the desire for personal development and information are called?

RFP stands for ready for problems, and is a term used by salespeople when uncovering needs.

Overview of Personal Selling

Building Trust and Sales Ethics

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self Leadership and Teamwork

Sales Management and Sales 2.0

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Exam 3: Understanding Buyers

Most consumer markets are characterized as having derived demand.

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

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

Once the buyer has completed phase three of the buying process (a description of the characteristics of the item and quantity needed), the buyer should:

In market which consumers purchase goods and services rather use and function is called the ____________ market.

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?

If a buyer mistakenly believes that a competitor's offering has higher level attributes or qualities than it actually does, the salesperson should attempt to:

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

________________ refers to a purse decision that occurs when a buyer is purchasing a product or service for the first time.

One of the major trends affecting purchasing is supply chain management.

The evaluative attributes which the salesperson's core product's performance can affect are called?

Outsourcing refers to the externalizing of a business function that was previously internalized.

Individuals who are low and assertiveness and high and responsiveness referred to as ______________.

Which is not considered to be a specific communication style ?

One way for a salesperson to influence the evaluation of a buyer using the multi-attribute model is to attempt to alter the importance weights.

___________ needs refers to the desire for personal development, information, and knowledge to increase thought and understanding as to how and why things happen.

Members of the buying team will almost always have the same goals.

The buying process for consumers is usually more complex than the buying process for businesses.

Needs which represent the desire for personal development and information are called?

RFP stands for ready for problems, and is a term used by salespeople when uncovering needs.

Overview of Personal Selling

Building Trust and Sales Ethics

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self Leadership and Teamwork

Sales Management and Sales 2.0

Filters