Exam 3: Understanding Buyers

When Mohamad's customer said, "Due to forecasts for a much colder winter this year, we are going to need to order more of your product than in previous years," which type of buyer needs was he expressing?

With respect to buying teams, what is the term for individuals within an organization who have the ultimate responsibility for determining which product or service will be purchased?

In evaluating business buying decisions, what are the augmented features and characteristics included in the total market offering that go beyond buyer expectations and have a significant positive impact on customer satisfaction called?

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

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

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

On a recent sales call, Jennifer's customer responded to a question regarding current needs by saying, "I am perfectly happy with our present situation." With respect to the problem recognition phase of the business buying decision process, what should Jennifer do next?

Salespeople add value by helping buyers to recognize when a gap exists between their actual state and desired state.

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

What is a purchase decision characterized by a somewhat familiar problem or need, moderate information requirements and limited information search, limited consideration of alternatives, and moderate levels of buying influences and financial risk called?

Research has shown that in business buying, functional attributes have twice as much influence as psychological attributes.

In evaluating business buying decisions, what is the term for how things are carried out between buyer and seller, such as responding to requests, being innovative, and having consideration for the customer?

Which type of buyer needs would a buyer requesting a sales presentation on a new product because she wanted to learn more about the new technology embedded in the product be addressing?

What kind of purchase decision occurs when a buyer has experience in purchasing a product in the past but is interested in acquiring additional information regarding alternative products and suppliers?

Which step in the selling process typically corresponds to the search for and qualification of potential sources of supply phase of the business buying process?

Which statement best describes the difference between consumer and business markets?

Due to the emotion involved, the buying process for consumers is usually more complex than the buying process for businesses.

According to the textbook, which concept is illustrated by business markets increasing the buildup or reduction of inventories by increasing or decreasing plant capacity in response to changes in consumer demand?

The major challenge for a salesperson attempting to break into a straight rebuy decision-making situation with a customer is to convince the buyer that a needs gap exists.

What is it about business markets that means a salesperson needs more knowledge and expertise to provide customers with a richer and more detailed assortment of application, performance, and technical data?