Question 1

Salespeople can create "value" at the purchase stage of the buying process by:

Accepted Answer

A) discovering consumers buying motives. 
B) giving information on the available solutions. 
C) helping with evaluation of alternatives. 
D) making the purchase process convenient and hassle free for the buyer. 
E) overcoming buyer's remorse. 
A) discovering consumers buying motives. 
B) giving information on the available solutions. 
C) helping with evaluation of alternatives. 
D) making the purchase process convenient and hassle free for the buyer. 
E) overcoming buyer's remorse.

Question 2

The decisions to be made in the buyer resolution theory relate to price,need,product,time,and:

Accepted Answer

A) source. 
B) sales approach. 
C) production options. 
D) perception. 
E) competition. 
A) source. 
B) sales approach. 
C) production options. 
D) perception. 
E) competition.

Question 3

The objective of customer strategy is to understand consumer's buying behaviour.

Accepted Answer

A) True 
 B)False

Question 4

In a consultative buying situation,a salesperson's involvement is important:

Accepted Answer

A) during the evaluation of solutions stage. 
B) during the purchase stage. 
C) during the need awareness stage. 
D) during all stages of the buying process. 
E) during the resolution of problem stage. 
A) during the evaluation of solutions stage. 
B) during the purchase stage. 
C) during the need awareness stage. 
D) during all stages of the buying process. 
E) during the resolution of problem stage.

Question 5

A professional buyer or purchasing agent is most likely motivated by rational buying motives.

Accepted Answer

A) True 
 B)False

Question 6

"When should I make the purchase?" is a step of the buyer resolution theory of personal selling.

Accepted Answer

A) True 
 B)False

Question 7

Deirdre has been successful in meeting most of his needs.He joins an exclusive golf club and receives status approval from others.Deirdre's ________ needs have been met:

Accepted Answer

A) social 
B) esteem 
C) basic 
D) physiological 
E) personal 
A) social 
B) esteem 
C) basic 
D) physiological 
E) personal

Question 8

In a rational purchase situation customers objectively review all available information before making a purchase decision.

Accepted Answer

A) True 
 B)False

Question 9

Buyers motivated by buying based on brand name,price or product quality are being influenced by:

Accepted Answer

A) product buying motive. 
B) patronage buying motive. 
C) brand loyalty buying motive. 
D) rational buying motive. 
E) emotional buying motive. 
A) product buying motive. 
B) patronage buying motive. 
C) brand loyalty buying motive. 
D) rational buying motive. 
E) emotional buying motive.

Question 10

Mai Ling wants to conceive a plan that will result in maximum customer responsiveness.Mai Ling wants to develop a:

Accepted Answer

A) reference group. 
B) social influence. 
C) customer strategy. 
D) buying motive. 
E) needs satisfaction theory. 
A) reference group. 
B) social influence. 
C) customer strategy. 
D) buying motive. 
E) needs satisfaction theory.

Question 11

There are three prescriptions involved in developing a good customer strategy.List and describe these three prescriptions.

Accepted Answer

a.Understand the buying process: Underst

Question 12

Perception influences buying behavior.

Accepted Answer

A) True 
 B)False

Question 13

A customer will tend to screen out or modify stimuli.This process is known as:

Accepted Answer

A) discrimination. 
B) conscious input. 
C) selective attention. 
D) selectivity. 
E) listening. 
A) discrimination. 
B) conscious input. 
C) selective attention. 
D) selectivity. 
E) listening.

Question 14

People around us influence our buying decisions.Social influences can be grouped in four major areas: 1)reference groups,2)role influence,3)social class,and 4)

Accepted Answer

A) friends' values. 
B) peer pressure. 
C) work environment. 
D) culture. 
E) family values. 
A) friends' values. 
B) peer pressure. 
C) work environment. 
D) culture. 
E) family values.

Question 15

Andrew was named salesman of the year and feels self-fulfilled.Andrew has met his:

Accepted Answer

A) physiological needs. 
B) esteem needs. 
C) self-actualization needs. 
D) social needs. 
E) ego needs. 
A) physiological needs. 
B) esteem needs. 
C) self-actualization needs. 
D) social needs. 
E) ego needs.

Question 16

In transactional selling the salesperson needs to focus on ________ stage of the buying process.

Accepted Answer

A) problem resolution 
B) evaluation of solution 
C) need awareness 
D) implementation 
E) purchase 
A) problem resolution 
B) evaluation of solution 
C) need awareness 
D) implementation 
E) purchase

Question 17

Typical patronage buying motives are:

Accepted Answer

A) customer inertia 
B) brand preference 
C) superior service 
D) loyalty 
E) brand name 
A) customer inertia 
B) brand preference 
C) superior service 
D) loyalty 
E) brand name

Question 18

The three major types of consumer buying situations are:

Accepted Answer

A) habitual buying decision,variety-seeking buying decision and complex buying decision. 
B) variety-seeking buying decision,complex buying decision and brand loyalty decision. 
C) low involvement buying decision,medium involvement buying decision and high involvement buying decision. 
D) systems buying decision,value-added buying decision and relationship buying decision. 
E) new task buy decision,straight rebuy decision and modified rebuy decision. 
A) habitual buying decision,variety-seeking buying decision and complex buying decision. 
B) variety-seeking buying decision,complex buying decision and brand loyalty decision. 
C) low involvement buying decision,medium involvement buying decision and high involvement buying decision. 
D) systems buying decision,value-added buying decision and relationship buying decision. 
E) new task buy decision,straight rebuy decision and modified rebuy decision.

Question 19

Molly wants to buy a computer.She needs the computer for a variety of college assignments.She is uncertain what to buy so she asks the opinions of other students in her program.Molly is consulting with her:

Accepted Answer

A) friends. 
B) culture. 
C) social class. 
D) peers. 
E) reference group. 
A) friends. 
B) culture. 
C) social class. 
D) peers. 
E) reference group.

Question 20

Generally speaking a new-task buy of an expensive product will involve which type of buying behaviour?

Accepted Answer

A) variety-seeking 
B) modified rebuy 
C) straight rebuy 
D) habitual 
E) complex-buying 
A) variety-seeking 
B) modified rebuy 
C) straight rebuy 
D) habitual 
E) complex-buying

Salespeople can create "value" at the purchase stage of the buying process by:

The decisions to be made in the buyer resolution theory relate to price,need,product,time,and:

The objective of customer strategy is to understand consumer's buying behaviour.

In a consultative buying situation,a salesperson's involvement is important:

A professional buyer or purchasing agent is most likely motivated by rational buying motives.

"When should I make the purchase?" is a step of the buyer resolution theory of personal selling.

Deirdre has been successful in meeting most of his needs.He joins an exclusive golf club and receives status approval from others.Deirdre's ________ needs have been met:

In a rational purchase situation customers objectively review all available information before making a purchase decision.

Buyers motivated by buying based on brand name,price or product quality are being influenced by:

Mai Ling wants to conceive a plan that will result in maximum customer responsiveness.Mai Ling wants to develop a:

There are three prescriptions involved in developing a good customer strategy.List and describe these three prescriptions.

Perception influences buying behavior.

A customer will tend to screen out or modify stimuli.This process is known as:

People around us influence our buying decisions.Social influences can be grouped in four major areas: 1)reference groups,2)role influence,3)social class,and 4)

Andrew was named salesman of the year and feels self-fulfilled.Andrew has met his:

In transactional selling the salesperson needs to focus on ________ stage of the buying process.

Typical patronage buying motives are:

The three major types of consumer buying situations are:

Molly wants to buy a computer.She needs the computer for a variety of college assignments.She is uncertain what to buy so she asks the opinions of other students in her program.Molly is consulting with her:

Generally speaking a new-task buy of an expensive product will involve which type of buying behaviour?

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

Salespeople can create "value" at the purchase stage of the buying process by:

The decisions to be made in the buyer resolution theory relate to price,need,product,time,and:

The objective of customer strategy is to understand consumer's buying behaviour.

In a consultative buying situation,a salesperson's involvement is important:

A professional buyer or purchasing agent is most likely motivated by rational buying motives.

"When should I make the purchase?" is a step of the buyer resolution theory of personal selling.

Deirdre has been successful in meeting most of his needs.He joins an exclusive golf club and receives status approval from others.Deirdre's ________ needs have been met:

In a rational purchase situation customers objectively review all available information before making a purchase decision.

Buyers motivated by buying based on brand name,price or product quality are being influenced by:

Mai Ling wants to conceive a plan that will result in maximum customer responsiveness.Mai Ling wants to develop a:

There are three prescriptions involved in developing a good customer strategy.List and describe these three prescriptions.

Perception influences buying behavior.

A customer will tend to screen out or modify stimuli.This process is known as:

People around us influence our buying decisions.Social influences can be grouped in four major areas: 1)reference groups,2)role influence,3)social class,and 4)

Andrew was named salesman of the year and feels self-fulfilled.Andrew has met his:

In transactional selling the salesperson needs to focus on ________ stage of the buying process.

Typical patronage buying motives are:

The three major types of consumer buying situations are:

Molly wants to buy a computer.She needs the computer for a variety of college assignments.She is uncertain what to buy so she asks the opinions of other students in her program.Molly is consulting with her:

Generally speaking a new-task buy of an expensive product will involve which type of buying behaviour?

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