Question 1

The professional buyers at Wal-Mart would most likely be motivated by:

Accepted Answer

A) rational needs. 
B) self-actualization needs. 
C) emotional needs. 
D) social needs. 
E) psychological needs. 
A) rational needs. 
B) self-actualization needs. 
C) emotional needs. 
D) social needs. 
E) psychological needs.

Question 2

A company which has the following slogan "so what if it costs a lot,I am worth it!" is trying to appeal to ________ need.

Accepted Answer

A) esteem 
B) social 
C) irrational 
D) rational 
E) self-actualization 
A) esteem 
B) social 
C) irrational 
D) rational 
E) self-actualization

Question 3

A complex buying decision is characterized by:

Accepted Answer

A) variety-seeking buying decisions. 
B) systems selling situations. 
C) emotional buying situations. 
D) high consumer involvement. 
E) low consumer involvement. 
A) variety-seeking buying decisions. 
B) systems selling situations. 
C) emotional buying situations. 
D) high consumer involvement. 
E) low consumer involvement.

Question 4

Stewart likes to try different brands of beer.This is referred to as:

Accepted Answer

A) brand involvement. 
B) consumer dissatisfaction. 
C) cognitive dissonance behavior. 
D) variety-seeking buying behavior. 
E) emotional buying behavior. 
A) brand involvement. 
B) consumer dissatisfaction. 
C) cognitive dissonance behavior. 
D) variety-seeking buying behavior. 
E) emotional buying behavior.

Question 5

The process through which sensations received through sight,hearing,touch,taste,and smell are interpreted using our knowledge and experience is called ____________.

Accepted Answer

The answer of The process through which sensations received through...

Question 6

When a teenage girl asks her best friends for their opinions on a career opportunity,she is most likely seeking support from her ________ group.

Accepted Answer

A) culture 
B) reference 
C) subculture 
D) social reference 
E) deferring 
A) culture 
B) reference 
C) subculture 
D) social reference 
E) deferring

Question 7

When Kinko's offers buyers networks of computers equipped with popular software,fast colour printers,high-speed internet connections and a variety of document preparation services,it is offering:

Accepted Answer

A) customized product solutions. 
B) systems selling. 
C) total product solutions. 
D) value-added products. 
E) integrated selling. 
A) customized product solutions. 
B) systems selling. 
C) total product solutions. 
D) value-added products. 
E) integrated selling.

Question 8

Emotional reasons for buying products stem from:

Accepted Answer

A) price,delivery,or service. 
B) incomes. 
C) rational reasoning. 
D) customer needs. 
E) some sentiment or passion. 
A) price,delivery,or service. 
B) incomes. 
C) rational reasoning. 
D) customer needs. 
E) some sentiment or passion.

Question 9

Deanna normally buys Colgate toothpaste,but happened to notice that Crest toothpaste had a sales promotion on; Crest was offering one free electric toothbrush with the purchase of three Crest toothpastes.Deanna decides to buy Crest on this occasion.Deanna's decision could be described as:

Accepted Answer

A) new-task buying decision 
B) modified rebuy 
C) variety-seeking buying decision 
D) habitual buying decision 
E) complex buying decision 
A) new-task buying decision 
B) modified rebuy 
C) variety-seeking buying decision 
D) habitual buying decision 
E) complex buying decision

Question 10

Why is it important for a salesperson to understand the customer's dominant buying motives?

Accepted Answer

Dominant buying motives have the greates

Question 11

The person who withdraws money from a savings account and uses it to buy government bonds at a higher return on investment is very likely guided by rational buying motives.

Accepted Answer

A) True 
 B)False

Question 12

In Maslow's hierarchy of needs model,you can't satisfy a higher order need until a lower order need is satisfied.

Accepted Answer

A) True 
 B)False

Question 13

Within many cultures,there are groups whose members share ideals and beliefs that differ from those held by the wider society of which they are a part.We call such a group a ____________

Accepted Answer

The answer of Within many cultures,there are groups whose members...

Question 14

Our need to belong to a group or to identify with a group is:

Accepted Answer

A) a security need. 
B) a group need. 
C) an esteem need 
D) a personal need. 
E) a social need. 
A) a security need. 
B) a group need. 
C) an esteem need 
D) a personal need. 
E) a social need.

Question 15

_____________ can be grouped into such areas as role influences and reference groups.

Accepted Answer

The answer of _____________ can be grouped into such areas...

Question 16

Physiological needs include:

Accepted Answer

A) sleep 
B) shelter 
C) friendships 
D) security 
E) recognition 
A) sleep 
B) shelter 
C) friendships 
D) security 
E) recognition

Question 17

When price is more important to a buyer than the quality of the product,price can be considered as her dominant buying motive.

Accepted Answer

A) True 
 B)False

Question 18

Patronage buying motives become important when:

Accepted Answer

A) price is the main buying criteria. 
B) the products are very dissimilar. 
C) it is a new-task buying situation. 
D) the products are very similar. 
E) in complex buying situations. 
A) price is the main buying criteria. 
B) the products are very dissimilar. 
C) it is a new-task buying situation. 
D) the products are very similar. 
E) in complex buying situations.

Question 19

Salespeople play the greatest role during the evaluation stage of the buying process.

Accepted Answer

A) True 
 B)False

Question 20

Describe the importance of perception in personal selling.

Accepted Answer

Buyer behaviour is often influenced by p

The professional buyers at Wal-Mart would most likely be motivated by:

A company which has the following slogan "so what if it costs a lot,I am worth it!" is trying to appeal to ________ need.

A complex buying decision is characterized by:

Stewart likes to try different brands of beer.This is referred to as:

The process through which sensations received through sight,hearing,touch,taste,and smell are interpreted using our knowledge and experience is called ____________.

When a teenage girl asks her best friends for their opinions on a career opportunity,she is most likely seeking support from her ________ group.

When Kinko's offers buyers networks of computers equipped with popular software,fast colour printers,high-speed internet connections and a variety of document preparation services,it is offering:

Emotional reasons for buying products stem from:

Deanna normally buys Colgate toothpaste,but happened to notice that Crest toothpaste had a sales promotion on; Crest was offering one free electric toothbrush with the purchase of three Crest toothpastes.Deanna decides to buy Crest on this occasion.Deanna's decision could be described as:

Why is it important for a salesperson to understand the customer's dominant buying motives?

The person who withdraws money from a savings account and uses it to buy government bonds at a higher return on investment is very likely guided by rational buying motives.

In Maslow's hierarchy of needs model,you can't satisfy a higher order need until a lower order need is satisfied.

Within many cultures,there are groups whose members share ideals and beliefs that differ from those held by the wider society of which they are a part.We call such a group a ____________

Our need to belong to a group or to identify with a group is:

_____________ can be grouped into such areas as role influences and reference groups.

Physiological needs include:

When price is more important to a buyer than the quality of the product,price can be considered as her dominant buying motive.

Patronage buying motives become important when:

Salespeople play the greatest role during the evaluation stage of the buying process.

Describe the importance of perception in personal selling.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

Developing and Qualifying a Prospect Base

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters

Exam 8: The Buying Process and Buyer Behaviour

The professional buyers at Wal-Mart would most likely be motivated by:

A company which has the following slogan "so what if it costs a lot,I am worth it!" is trying to appeal to ________ need.

A complex buying decision is characterized by:

Stewart likes to try different brands of beer.This is referred to as:

The process through which sensations received through sight,hearing,touch,taste,and smell are interpreted using our knowledge and experience is called ____________.

When a teenage girl asks her best friends for their opinions on a career opportunity,she is most likely seeking support from her ________ group.

When Kinko's offers buyers networks of computers equipped with popular software,fast colour printers,high-speed internet connections and a variety of document preparation services,it is offering:

Emotional reasons for buying products stem from:

Deanna normally buys Colgate toothpaste,but happened to notice that Crest toothpaste had a sales promotion on; Crest was offering one free electric toothbrush with the purchase of three Crest toothpastes.Deanna decides to buy Crest on this occasion.Deanna's decision could be described as:

Why is it important for a salesperson to understand the customer's dominant buying motives?

The person who withdraws money from a savings account and uses it to buy government bonds at a higher return on investment is very likely guided by rational buying motives.

In Maslow's hierarchy of needs model,you can't satisfy a higher order need until a lower order need is satisfied.

Within many cultures,there are groups whose members share ideals and beliefs that differ from those held by the wider society of which they are a part.We call such a group a ____________

Our need to belong to a group or to identify with a group is:

_____________ can be grouped into such areas as role influences and reference groups.

Physiological needs include:

When price is more important to a buyer than the quality of the product,price can be considered as her dominant buying motive.

Patronage buying motives become important when:

Salespeople play the greatest role during the evaluation stage of the buying process.

Describe the importance of perception in personal selling.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

Developing and Qualifying a Prospect Base

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters