Exam 3: Understanding Buyers

_____________ needs are needs that are contingent on, and often a result of, conditions related to the specific environment, time, and place.

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

One of the distinguishing characteristics of business markets is that there is a smaller number of larger buyers that account for most of the purchases. This distinguishing characteristic is called ______________demand.

____________ needs are needs for a specific or task or function to be performed.

Individuals within an organization who actually use the product being purchased are called _________.

In professional selling, salespeople play an important role in the buyer's post purchase evaluation.

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

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because it is the one best suited for performing a particular task. Which of the following needs is the buyer expressing?

Individuals within an organization who have the ultimate responsibility of determining which product or service will be purchased are called ________________.