Exam 3: Understanding Buyers

The evaluative attributes related to how things are carried out and done between the buyer and the seller are called?

Today, organizations are becoming more competitive with their suppliers.

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

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):

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

Outsourcing allows organizations to focus on their distinctive competencies.

Which the following is not a step in the buying process?

Members of the buying team often have different goals.

Individuals within an organization who identify a need are called _______________.

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

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.

Generally speaking, business markets experience higher levels of demand fluctuation than to consumer markets.

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

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

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because their other supplier is experiencing temporary production problems. Which of the following needs is the buyer expressing?

RFP stands for _________________________________________.

After buyers determine their needs they usually issue an RFP.

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

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

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