Question 1

When buyers begin the process of searching for and qualifying potential solution providers, they're likely to use which of the following sources of information?

Accepted Answer

A)  World Wide Web 
B)  Trade associations 
C)  Trade publications 
D)  Trade shows 
E)  All the above 
A)  World Wide Web 
B)  Trade associations 
C)  Trade publications 
D)  Trade shows 
E)  All the above

Question 2

The evaluative attributes related to what the product actually does or is expected to do are called?

Accepted Answer

A)  Evaluative attributes 
B)  "Delighter" attributes 
C)  Functional attributes 
D)  Psychological attributes 
E)  Physiological attributes 
A)  Evaluative attributes 
B)  "Delighter" attributes 
C)  Functional attributes 
D)  Psychological attributes 
E)  Physiological attributes

Question 3

A state of being based on what the buyer desires is called the ____________ state.

Accepted Answer

The answer of A state of being based on what...

Question 4

Individuals within an organization who are in a position to control the flow of information to and between vendors and other buying center members are called __________________.

Accepted Answer

The answer of Individuals within an organization who are in...

Question 5

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.

Accepted Answer

The answer of One way to influence a buyer utilizing...

Question 6

Individuals who are low and assertiveness and low on responsiveness are referred to as ___________.

Accepted Answer

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

Question 7

Which of the following is not a member of the buying center?

Accepted Answer

A)  Initiator 
B)  User 
C)  Purchaser 
D)  Agent 
E)  Gatekeeper 
A)  Initiator 
B)  User 
C)  Purchaser 
D)  Agent 
E)  Gatekeeper

Question 8

Anthony worked in retail sales while completing his college degree. After graduating, he took a job as a business-to-business salesperson. Which of the following is one of the changes he can expect?

Accepted Answer

A)  His new customers will be more likely to make a purchase. 
B)  His new customers will be more dependent upon him for information. 
C)  His new customers or more likely to have multiple buying influences. 
D)  He is more likely to establish closer working relationships with this new customers. 
E)  Both c and d are correct 
A)  His new customers will be more likely to make a purchase. 
B)  His new customers will be more dependent upon him for information. 
C)  His new customers or more likely to have multiple buying influences. 
D)  He is more likely to establish closer working relationships with this new customers. 
E)  Both c and d are correct

Question 9

The final stage of the buying decision process is ________________________________.

Accepted Answer

Performanc

Question 10

____________ needs refers to the desire for feelings of assurance, risk reduction, as well as positive emotions and feelings such a success, joy, excitement, and stimulation.

Accepted Answer

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

Question 11

The desire of belonging to a user group of companies using this equipment, reflects the buyers ____________ needs.

Accepted Answer

The answer of The desire of belonging to a user...

Question 12

RFP is an acronym for:

Accepted Answer

A)  Request for partners 
B)  Request for proposals 
C)  Request for problems 
D)  Ready for a proposal 
E)  Running for President 
A)  Request for partners 
B)  Request for proposals 
C)  Request for problems 
D)  Ready for a proposal 
E)  Running for President

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

Suppose that, as a salesperson, you know that one of your potential buyers uses the multi-attribute model when making purchase decisions. Before making your proposal, you should probably try to accomplish which of the following?

Accepted Answer

A)  The development of a presentation that includes all of the benefits your product has to offer 
B)  An understanding of your general strengths and weaknesses relative to your competitors 
C)  An understanding of the importance weights the buyer will assign to the desired characteristics 
D)  The determination of the most efficient way to deliver your proposal 
E)  None of the above 
A)  The development of a presentation that includes all of the benefits your product has to offer 
B)  An understanding of your general strengths and weaknesses relative to your competitors 
C)  An understanding of the importance weights the buyer will assign to the desired characteristics 
D)  The determination of the most efficient way to deliver your proposal 
E)  None of the above

Question 15

Which of the following best describes derived demand?

Accepted Answer

A)  Demand derived from consumer markets 
B)  Demand derived from business markets 
C)  Demand derived from intermediaries 
D)  Demand derived from the demand for another product 
E)  Demand derived from the buying center 
A)  Demand derived from consumer markets 
B)  Demand derived from business markets 
C)  Demand derived from intermediaries 
D)  Demand derived from the demand for another product 
E)  Demand derived from the buying center

Question 16

Which of the following is not a strategy for improving the chances that the buyer will evaluate your offer as most favorable?

Accepted Answer

A)  Alter the buyer's beliefs about the proposed offering 
B)  Present to the buyer a list of all of your offer's benefits 
C)  Alter the buyer's beliefs about the competitor's offering 
D)  Alter the importance weights 
E)  Call attention to neglected attributes 
A)  Alter the buyer's beliefs about the proposed offering 
B)  Present to the buyer a list of all of your offer's benefits 
C)  Alter the buyer's beliefs about the competitor's offering 
D)  Alter the importance weights 
E)  Call attention to neglected attributes

Question 17

Members of the business markets include:

Accepted Answer

A)  Firms, institutions, and governments 
B)  Firms, consumers, and governments 
C)  End-users, consumers, and governments 
D)  Industrial and consumer 
E)  None of the above 
A)  Firms, institutions, and governments 
B)  Firms, consumers, and governments 
C)  End-users, consumers, and governments 
D)  Industrial and consumer 
E)  None of the above

Question 18

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.

Accepted Answer

The answer of When demand increases in the consumer market,...

Question 19

The category of attributes referring to what the product actually does or is expected to do is called functional attributes.

Accepted Answer

A) True 
 B)False

Question 20

A business organization wanting to increase it's interdependence with its suppliers in an effort to reduce risk and increase profitability, may wish to explore the concept of?

Accepted Answer

A)  Supply chain management 
B)  Strategic intermediary integration 
C)  Strategic marketing 
D)  Strategic channel management 
E)  None of the above 
A)  Supply chain management 
B)  Strategic intermediary integration 
C)  Strategic marketing 
D)  Strategic channel management 
E)  None of the above

When buyers begin the process of searching for and qualifying potential solution providers, they're likely to use which of the following sources of information?

The evaluative attributes related to what the product actually does or is expected to do are called?

A state of being based on what the buyer desires is called the ____________ state.

Individuals within an organization who are in a position to control the flow of information to and between vendors and other buying center members are called __________________.

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.

Individuals who are low and assertiveness and low on responsiveness are referred to as ___________.

Which of the following is not a member of the buying center?

Anthony worked in retail sales while completing his college degree. After graduating, he took a job as a business-to-business salesperson. Which of the following is one of the changes he can expect?

The final stage of the buying decision process is ________________________________.

____________ needs refers to the desire for feelings of assurance, risk reduction, as well as positive emotions and feelings such a success, joy, excitement, and stimulation.

The desire of belonging to a user group of companies using this equipment, reflects the buyers ____________ needs.

RFP is an acronym for:

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

Suppose that, as a salesperson, you know that one of your potential buyers uses the multi-attribute model when making purchase decisions. Before making your proposal, you should probably try to accomplish which of the following?

Which of the following best describes derived demand?

Which of the following is not a strategy for improving the chances that the buyer will evaluate your offer as most favorable?

Members of the business markets include:

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 category of attributes referring to what the product actually does or is expected to do is called functional attributes.

A business organization wanting to increase it's interdependence with its suppliers in an effort to reduce risk and increase profitability, may wish to explore the concept of?

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

When buyers begin the process of searching for and qualifying potential solution providers, they're likely to use which of the following sources of information?

The evaluative attributes related to what the product actually does or is expected to do are called?

A state of being based on what the buyer desires is called the ____________ state.

Individuals within an organization who are in a position to control the flow of information to and between vendors and other buying center members are called __________________.

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.

Individuals who are low and assertiveness and low on responsiveness are referred to as ___________.

Which of the following is not a member of the buying center?

Anthony worked in retail sales while completing his college degree. After graduating, he took a job as a business-to-business salesperson. Which of the following is one of the changes he can expect?

The final stage of the buying decision process is ________________________________.

____________ needs refers to the desire for feelings of assurance, risk reduction, as well as positive emotions and feelings such a success, joy, excitement, and stimulation.

The desire of belonging to a user group of companies using this equipment, reflects the buyers ____________ needs.

RFP is an acronym for:

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

Suppose that, as a salesperson, you know that one of your potential buyers uses the multi-attribute model when making purchase decisions. Before making your proposal, you should probably try to accomplish which of the following?

Which of the following best describes derived demand?

Which of the following is not a strategy for improving the chances that the buyer will evaluate your offer as most favorable?

Members of the business markets include:

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 category of attributes referring to what the product actually does or is expected to do is called functional attributes.

A business organization wanting to increase it's interdependence with its suppliers in an effort to reduce risk and increase profitability, may wish to explore the concept of?

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