Question 1

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

Accepted Answer

The answer of ____________ needs are needs for a specific...

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

Kim is meticulous and inflexible regarding time. She is also confrontational and likes to take risks. With respect to the Communication Styles Matrix, Kim is a(n) __________________

Accepted Answer

A)  Assertive 
B)  Amiable 
C)  Expressive 
D)  Analytical 
E)  Driver 
A)  Assertive 
B)  Amiable 
C)  Expressive 
D)  Analytical 
E)  Driver

Question 4

The member of the buying team who controls the flow of information is called the ____?

Accepted Answer

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

Question 5

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because Fortune 500 companies use it. Which of the following needs is the buyer expressing?

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

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 7

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

Accepted Answer

A) True 
 B)False

Question 8

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 9

________________ 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 10

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 11

The most common categorization of buyers places them into either consumer markets or business markets.

Accepted Answer

A) True 
 B)False

Question 12

Although not a computer aficionado, Wayne, is directly responsible for, and has sole authority over, the technology budget. As a member of the buying team when his company is making bulk computer purchases, Wayne must ensure proposals from computer suppliers are appropriate and financially attractive. Which of the following buying team roles is Wayne most likely to be filling?

Accepted Answer

A)  Decider 
B)  Influencer 
C)  Purchaser 
D)  Agent 
E)  Gatekeeper 
A)  Decider 
B)  Influencer 
C)  Purchaser 
D)  Agent 
E)  Gatekeeper

Question 13

A salesperson engaged in _______________________________provides information to evidence a more accurate and less favorable picture of the competitors attributes.

Accepted Answer

Competitiv

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

It is important for salespeople to maintain a good relationship with Gatekeepers.

Accepted Answer

A) True 
 B)False

Question 17

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 18

Typically, buyers involved in new task purchasing decisions rely more heavily on outside information than do buyers involved in modified rebuys.

Accepted Answer

A) True 
 B)False

Question 19

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 20

RFP stands for "request for proposal."

Accepted Answer

A) True 
 B)False

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

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

Kim is meticulous and inflexible regarding time. She is also confrontational and likes to take risks. With respect to the Communication Styles Matrix, Kim is a(n) __________________

The member of the buying team who controls the flow of information is called the ____?

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because Fortune 500 companies use it. Which of the following needs is the buyer expressing?

Members of the business markets include:

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

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

________________ 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.

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?

The most common categorization of buyers places them into either consumer markets or business markets.

A salesperson engaged in _______________________________provides information to evidence a more accurate and less favorable picture of the competitors attributes.

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

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

It is important for salespeople to maintain a good relationship with Gatekeepers.

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

Typically, buyers involved in new task purchasing decisions rely more heavily on outside information than do buyers involved in modified rebuys.

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

RFP stands for "request for proposal."

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

Filters

Exam 3: Understanding Buyers

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

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

Kim is meticulous and inflexible regarding time. She is also confrontational and likes to take risks. With respect to the Communication Styles Matrix, Kim is a(n) __________________

The member of the buying team who controls the flow of information is called the ____?

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because Fortune 500 companies use it. Which of the following needs is the buyer expressing?

Members of the business markets include:

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

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

________________ 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.

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?

The most common categorization of buyers places them into either consumer markets or business markets.

A salesperson engaged in _______________________________provides information to evidence a more accurate and less favorable picture of the competitors attributes.

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

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

It is important for salespeople to maintain a good relationship with Gatekeepers.

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

Typically, buyers involved in new task purchasing decisions rely more heavily on outside information than do buyers involved in modified rebuys.

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

RFP stands for "request for proposal."

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

Filters