Exam 8: The Buying Process and Buyer Behaviour

When a buyer has two or more conflicting buying-criteria in her buying decision making,for example,wanting the lowest price,and also wanting the best quality,the saleperson's strategy should be to:

Met Life's strategy to target individuals earning between $ 150,000 - $ 200,000 annually can be described as targeting consumers based on their:

Mary buys a perfume called "Paris" because it evokes memories of her trip to the city of Paris.This would be called a rational buying motive.

Basic human needs have changed a lot in the information age as compared to the past centuries.

After physiological needs have been satisfied,the next need level is likely to be:

Our buying motives are shaped by:

In consultative selling,salespeople should pay most attention to the ________ stage of the buying process.

A _____________ is a carefully conceived plan that will result in maximum customer responsiveness.

The buyer resolution theory recognizes that questions raised by the prospect are:

Describe the steps involved in the buying process.

The objective of systems selling is to:

Which of the following motives would most likely make a customer buy from the same business?

Selective attention happens because we cannot be conscious of all sensation we're receiving at one time.

Generally in a straight rebuy situation,as long as you meet the buyer's criteria for price,quality,service etc.future purchases will be routine.

A taxi company's decision to switch from buying gas powered vehicles to hybrid vehicles from the same car manufacturer,is a __________ decision.

Sandy always buys the same brand of toothpaste when shopping at the supermarket.This is referred to as:

The proliferation of market research studies,public opinion polls and surveys makes it easy to:

We maintain and transmit our culture chiefly through:

Effective salespeople should think from the perspective of their buyers.

According to Abraham Maslow,self-fulfillment (a full tapping of one's potential)is achieved through satisfaction of the ________ needs.