Exam 3: Understanding Buyers

When making post-purchase evaluations, most buyers take into consideration functional attributes and "delighter" attributes.

Individuals who are low and assertiveness and high and responsiveness referred to as ______________.

____________ 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.

Members of the buying team will almost always have the same goals.

Outsourcing refers to the externalizing of a business function that was previously internalized.

The evaluative attributes which the salesperson can affect through value-added service (beyond what the core product offers) are called?

Which is not considered to be a specific communication style?

___________ needs refers to the desire for personal development, information, and knowledge to increase thought and understanding as to how and why things happen.

The strategic coordination and integration of purchasing with other functions within the buying organization as well as external organizations is called _______________________________.

In business markets, buyers are larger and greater in number.

The last stage of the buying process is usually accomplished only after the purchase decision has been made.

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

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

Buyers are increasingly dependent on salespeople to provide knowledge in addition to the core products they're selling.

The individual within an organization who first identifies a need or problem is called the Instigator.

Which of the following best describes derived demand?

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?

Business markets are subject to the acceleration principle.

Individuals within an organization who guide the decision process by making recommendations and expressing preferences are called _______________.

One of the major trends affecting purchasing is the increasing use of information technology.