Question 1

There is no difference between a Decider and a Purchaser.

Accepted Answer

A) True 
 B)False

Question 2

When using the multi-attribute model for evaluating suppliers and products, buyers must remember to:

Accepted Answer

A)  Contact all potential solution providers. 
B)  Include all the benefits associated with the various solution alternatives. 
C)  Apply weights, indicating relative importance, to the desired characteristics. 
D)  Interview all solution providers. 
E)  Include only those solutions with multiple attributes (i.e., multi-attribute). 
A)  Contact all potential solution providers. 
B)  Include all the benefits associated with the various solution alternatives. 
C)  Apply weights, indicating relative importance, to the desired characteristics. 
D)  Interview all solution providers. 
E)  Include only those solutions with multiple attributes (i.e., multi-attribute).

Question 3

RFP stands for _________________________________________.

Accepted Answer

Request fo

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

Needs that reflect the desire for feelings of assurance and risk reduction 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 6

Today, both buyers and sellers are increasingly looking to form mutually satisfying long-term relationships with their suppliers and customers respectively.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following is not one of the general types of purchasing decisions?

Accepted Answer

A)  Straight rebuys 
B)  Modified rebuys 
C)  Repetitive rebuys 
D)  New tasks 
E)  All of the above are general types of purchasing decisions 
A)  Straight rebuys 
B)  Modified rebuys 
C)  Repetitive rebuys 
D)  New tasks 
E)  All of the above are general types of purchasing decisions

Question 8

Needs which represent the need for a specific core task to be performed 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 9

The desire to become more intelligent leads to intelligence needs.

Accepted Answer

A) True 
 B)False

Question 10

Salespeople who are used to selling door-to-door may have difficulty working as a business-to-business salesperson because:

Accepted Answer

A)  In business-to-business selling, sales are rarely made on the first call. 
B)  They're probably not used to forming close relationships with their customers. 
C)  They usually have little experience dealing with multiple (more than two) buying influences. 
D)  They may not be used to dealing with professional purchasing agents. 
E)  All of the above are correct. 
A)  In business-to-business selling, sales are rarely made on the first call. 
B)  They're probably not used to forming close relationships with their customers. 
C)  They usually have little experience dealing with multiple (more than two) buying influences. 
D)  They may not be used to dealing with professional purchasing agents. 
E)  All of the above are correct.

Question 11

________________ refers to a purchase decision that occurs when a buyer has experience in purchasing a similar product in the past but is interested in acquiring additional information regarding alternative products and/or suppliers.

Accepted Answer

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

Question 12

The multi-attribute model for weighting solution alternatives is rarely used by business organizations because it involves complex math.

Accepted Answer

A) True 
 B)False

Question 13

Purchase decisions tend to be more complex in business markets than consumer markets. Accordingly, in business markets you are more likely to find (relative to consumer markets):

Accepted Answer

A)  A larger number of customers 
B)  More people influencing the buying decision 
C)  Fewer people influencing the buying decision 
D)  Buyers who are more intelligent 
E)  More products 
A)  A larger number of customers 
B)  More people influencing the buying decision 
C)  Fewer people influencing the buying decision 
D)  Buyers who are more intelligent 
E)  More products

Question 14

The difference between a buyer's desired state and his/her actual state is referred to as a needs gap.

Accepted Answer

A) True 
 B)False

Question 15

_______________refers to the level of feelings and sociability an individual openly displays.

Accepted Answer

The answer of _______________refers to the level of feelings and...

Question 16

____________ needs are needs for acceptance from an association with others.

Accepted Answer

The answer of ____________ needs are needs for acceptance from...

Question 17

Which of the following is necessary for using the multi-attribute model?

Accepted Answer

A)  An assessment of how well the product or supplier performs in meeting each of the specified characteristics 
B)  A proposal from all possible solution providers 
C)  An assessment of which potential supplier offers the best solution 
D)  The relative importance of each specified characteristic 
E)  Both a and d 
A)  An assessment of how well the product or supplier performs in meeting each of the specified characteristics 
B)  A proposal from all possible solution providers 
C)  An assessment of which potential supplier offers the best solution 
D)  The relative importance of each specified characteristic 
E)  Both a and d

Question 18

A potential buyer will spend more time gathering information in which type of purchasing decision?

Accepted Answer

A)  Straight rebuys 
B)  Modified rebuys 
C)  Repetitive rebuys 
D)  New tasks 
E)  All of the above are general types of purchasing decisions 
A)  Straight rebuys 
B)  Modified rebuys 
C)  Repetitive rebuys 
D)  New tasks 
E)  All of the above are general types of purchasing decisions

Question 19

In business markets, buyers are larger and greater number.

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

A) True 
 B)False

There is no difference between a Decider and a Purchaser.

When using the multi-attribute model for evaluating suppliers and products, buyers must remember to:

RFP stands for _________________________________________.

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

Needs that reflect the desire for feelings of assurance and risk reduction are called?

Today, both buyers and sellers are increasingly looking to form mutually satisfying long-term relationships with their suppliers and customers respectively.

Which of the following is not one of the general types of purchasing decisions?

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

The desire to become more intelligent leads to intelligence needs.

Salespeople who are used to selling door-to-door may have difficulty working as a business-to-business salesperson because:

________________ refers to a purchase decision that occurs when a buyer has experience in purchasing a similar product in the past but is interested in acquiring additional information regarding alternative products and/or suppliers.

The multi-attribute model for weighting solution alternatives is rarely used by business organizations because it involves complex math.

Purchase decisions tend to be more complex in business markets than consumer markets. Accordingly, in business markets you are more likely to find (relative to consumer markets):

The difference between a buyer's desired state and his/her actual state is referred to as a needs gap.

_______________refers to the level of feelings and sociability an individual openly displays.

____________ needs are needs for acceptance from an association with others.

Which of the following is necessary for using the multi-attribute model?

A potential buyer will spend more time gathering information in which type of purchasing decision?

In business markets, buyers are larger and greater number.

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

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

Exam 3: Understanding Buyers

There is no difference between a Decider and a Purchaser.

When using the multi-attribute model for evaluating suppliers and products, buyers must remember to:

RFP stands for _________________________________________.

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

Needs that reflect the desire for feelings of assurance and risk reduction are called?

Today, both buyers and sellers are increasingly looking to form mutually satisfying long-term relationships with their suppliers and customers respectively.

Which of the following is not one of the general types of purchasing decisions?

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

The desire to become more intelligent leads to intelligence needs.

Salespeople who are used to selling door-to-door may have difficulty working as a business-to-business salesperson because:

________________ refers to a purchase decision that occurs when a buyer has experience in purchasing a similar product in the past but is interested in acquiring additional information regarding alternative products and/or suppliers.

The multi-attribute model for weighting solution alternatives is rarely used by business organizations because it involves complex math.

Purchase decisions tend to be more complex in business markets than consumer markets. Accordingly, in business markets you are more likely to find (relative to consumer markets):

The difference between a buyer's desired state and his/her actual state is referred to as a needs gap.

_______________refers to the level of feelings and sociability an individual openly displays.

____________ needs are needs for acceptance from an association with others.

Which of the following is necessary for using the multi-attribute model?

A potential buyer will spend more time gathering information in which type of purchasing decision?

In business markets, buyers are larger and greater number.

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

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