Exam 3: Understanding Buyers

Business markets often have multiple buying influences to address the increased complexity of many business purchases.

According to the textbook, the strategic coordination and integration of purchasing with other functions within the buying organization as well as external organizations is known as supply chain management.

What is a purchase decision characterized by an unfamiliar problem or need, high information requirements prompting extensive information search, consideration of many alternatives, and high levels of buying influences and financial risk called?

The functional needs of business buyers are contingent on, and often the result of, conditions related to the specific environment, time, and place.

In response to his request for the order, Alan's customer said, "Switching our buying to your company will make my job easier with less worrying about quality and delivery issues." Which type of buyer needs was the customer expressing?

One way for a salesperson to influence the evaluation of a buyer using the multiattribute model is to attempt to alter the importance weights.

With respect to communication styles, what is the term for the level of feelings and sociability an individual openly displays?

Which type of buyer needs is the need for acceptance from and association with others?

In terms of communication styles, a person who is low on responsiveness and high on assertiveness would be considered an analytical.

Communication styles are useful only for verbal communication.

Which step in the selling process typically corresponds to the evaluation of proposals and selection of suppliers phase of the business buying process?

In the business buying process, once the need has been recognized, the salesperson has relatively little opportunity to influence what the buyer purchases.

Which step in the selling process typically corresponds to creating new value opportunities?

Most consumer markets are characterized as having derived demand.

To maximize communication effectiveness, a salesperson should attempt to match the buyer's style of communication.

Simin is an individual who is very animated, communicative, and values building close relationships with others. Simin is demonstrating what communication style?

Which type of buyer needs include a desire for personal development, information, and knowledge to increase thought and understanding as to how and why things happen?

Suppose that you are a salesperson making a sales proposal to a potential customer who you know uses a multiattribute model when making buying decisions. Over the course of the sales presentation, it becomes apparent that significant attributes of the product may have been missed or overlooked in the discussion. What is probably the best strategy to follow?

A salesperson providing information to create a more accurate picture of a competitor's attributes or qualities is known as competition depositioning.

With respect to the communication styles matrix, what is the term for individuals who are high on responsiveness, low on assertiveness, prefer to belong to groups, and are interested in others?