Question 1

Which of the following is a factor that would motivate a rational buyer?

Accepted Answer

A) prestige 
B) nostalgia 
C) celebrity endorsement 
D) durability 
E) branding 
A) prestige 
B) nostalgia 
C) celebrity endorsement 
D) durability 
E) branding D

Question 2

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

Accepted Answer

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

Question 3

Each team member in a buying center:

Accepted Answer

A) has equal decisionmaking power 
B) contributes equally to the buying process 
C) has different areas of expertise 
D) must be courted by the salesperson 
E) has a different communication style 
A) has equal decisionmaking power 
B) contributes equally to the buying process 
C) has different areas of expertise 
D) must be courted by the salesperson 
E) has a different communication style D

Question 4

A sales team that uses the buyer resolution theory to guide their department and pursue sales is vulnerable to which of the following factors?

Accepted Answer

A) They may skip a step in the process,thinking they are saving time,but actually increasing the time it takes to close the sale. 
B) They may spend too much time studying the buyer's process and not enough time actually selling. 
C) They may lose focus on the product they are selling. 
D) They may give all the power in the transaction to the customer. 
E) They may prioritize a decision in the process that is not prioritized by the customer. 
A) They may skip a step in the process,thinking they are saving time,but actually increasing the time it takes to close the sale. 
B) They may spend too much time studying the buyer's process and not enough time actually selling. 
C) They may lose focus on the product they are selling. 
D) They may give all the power in the transaction to the customer. 
E) They may prioritize a decision in the process that is not prioritized by the customer.

Question 5

A habitual rebuy is a routine purchase of items needed by a business-to-business customer.

Accepted Answer

A) True 
 B)False

Question 6

A company has developed a calendar/messaging/paperwork center that helps working mothers organize their families' schedules and paperwork.All the mothers who have tried it have loved it,and it is priced comparably to normal planners,although it offers much more.
-Where should the company consider selling the organizer/calendar instead of in baby boutiques that will hit working mothers with several children?

Accepted Answer

A) kiosks at airports so they can buy it while on business trips 
B) on the internet so they can order from work and have it shipped to them 
C) at the grocery store checkout aisle next to candy and batteries 
D) from salespeople at big box retail baby stores 
E) from lactation consultants during the first few weeks post-partum 
A) kiosks at airports so they can buy it while on business trips 
B) on the internet so they can order from work and have it shipped to them 
C) at the grocery store checkout aisle next to candy and batteries 
D) from salespeople at big box retail baby stores 
E) from lactation consultants during the first few weeks post-partum

Question 7

List the steps in the typical buying process.

Accepted Answer

1.Need awareness.
2.Evaluation

Question 8

A careful study of buying behavior reveals that people make buying decisions based on:

Accepted Answer

A) a combination of emotional and rational buying motives 
B) emotional buying motives only 
C) rational buying motives only 
D) social buying motives only 
E) group theory motives only 
A) a combination of emotional and rational buying motives 
B) emotional buying motives only 
C) rational buying motives only 
D) social buying motives only 
E) group theory motives only

Question 9

The salesperson has noticed that customers do not buy when she expects them to,and seem to want more stages of information-gathering and less time for the actual purchase than her sales manager trained her in.She approaches her sales manager about this and together they decide to:

Accepted Answer

A) focus more on presenting the benefits of the product to the prospect 
B) ask for the close immediately after presenting the benefits to the prospect 
C) study the customer's buying process to align their selling process to it more closely 
D) spend more time building rapport with the customer initially 
E) rework the presentation script to focus more on emotion 
A) focus more on presenting the benefits of the product to the prospect 
B) ask for the close immediately after presenting the benefits to the prospect 
C) study the customer's buying process to align their selling process to it more closely 
D) spend more time building rapport with the customer initially 
E) rework the presentation script to focus more on emotion

Question 10

A company has developed a calendar/messaging/paperwork center that helps working mothers organize their families' schedules and paperwork.All the mothers who have tried it have loved it,and it is priced comparably to normal planners,although it offers much more.
-A company that has been selling successfully to consumers for 30 years sees an opportunity to move into the business market.What should the sales director of the company do before sending salespeople out to call on these new business buyers?

Accepted Answer

A) make sure the salespeople have talked to businesspeople before 
B) ask the salespeople to rehearse the standard customer presentation so they sound as polished as possible when they present to business buyers 
C) review very carefully the pipeline to adjust the sales forecast using the normal sales cycle for customers and adding in the business prospects 
D) ensure that the sales representatives are clear on which customers belong in their territory 
E) research the buying process of the new business customers to understand how it is different from consumer customers 
A) make sure the salespeople have talked to businesspeople before 
B) ask the salespeople to rehearse the standard customer presentation so they sound as polished as possible when they present to business buyers 
C) review very carefully the pipeline to adjust the sales forecast using the normal sales cycle for customers and adding in the business prospects 
D) ensure that the sales representatives are clear on which customers belong in their territory 
E) research the buying process of the new business customers to understand how it is different from consumer customers

Question 11

When a salesperson positions their product as fitting with a customers' influences,it plays which of the following functions?

Accepted Answer

A) It appeals to the emotional buying motive. 
B) It appeals to the rational buying motive. 
C) It appeals to the functional buying motive. 
D) It exploits the emotive communication style. 
E) It exploits the directive communication style. 
A) It appeals to the emotional buying motive. 
B) It appeals to the rational buying motive. 
C) It appeals to the functional buying motive. 
D) It exploits the emotive communication style. 
E) It exploits the directive communication style.

Question 12

In which value creation selling approach do salespeople focus a great deal of attention on customers' needs awareness?

Accepted Answer

A) Transactional selling 
B) Strategic alliance selling 
C) Consultative selling 
D) New task selling 
E) System selling 
A) Transactional selling 
B) Strategic alliance selling 
C) Consultative selling 
D) New task selling 
E) System selling

Question 13

Which type of selling appeals to buyers who prefer to purchase a packaged solution to a problem from a single seller,thus avoiding all the separate decisions involved in a complex buying situation?

Accepted Answer

A) Modified selling 
B) Bundled-option selling 
C) Straight selling 
D) Transactional selling 
E) Systems selling 
A) Modified selling 
B) Bundled-option selling 
C) Straight selling 
D) Transactional selling 
E) Systems selling

Question 14

What financial effect on the sales department will aligning their sales process with the customers' sales process create?

Accepted Answer

A) less cost in putting together paper sales brochures and printed reports 
B) greater efficiency will require fewer salespeople,so the department will save on salaries 
C) less gasoline used in visiting customers multiple times 
D) more accurate estimates of when sales in the pipeline will close,so they will have more accurate sales forecasts 
E) fewer returns from customers who felt tricked into buying by the salespeople 
A) less cost in putting together paper sales brochures and printed reports 
B) greater efficiency will require fewer salespeople,so the department will save on salaries 
C) less gasoline used in visiting customers multiple times 
D) more accurate estimates of when sales in the pipeline will close,so they will have more accurate sales forecasts 
E) fewer returns from customers who felt tricked into buying by the salespeople

Question 15

There are three types of organizational buying situations: new-task buy,straight rebuy,and modified rebuy.

Accepted Answer

A) True 
 B)False

Question 16

The three major types of organizational buying situations are:

Accepted Answer

A) new task buy,rebuy,and limited task buy 
B) new task buy,straight rebuy,and modified rebuy 
C) habitual buying decisions,variety-seeking buying decisions,and complex buying decisions 
D) transactional buy,consultative buy,and strategic alliance buy 
E) transactional buy,product buy,strategy buy 
A) new task buy,rebuy,and limited task buy 
B) new task buy,straight rebuy,and modified rebuy 
C) habitual buying decisions,variety-seeking buying decisions,and complex buying decisions 
D) transactional buy,consultative buy,and strategic alliance buy 
E) transactional buy,product buy,strategy buy

Question 17

Buyer behavior is often influenced by perception.

Accepted Answer

A) True 
 B)False

Question 18

A company has developed a calendar/messaging/paperwork center that helps working mothers organize their families' schedules and paperwork.All the mothers who have tried it have loved it,and it is priced comparably to normal planners,although it offers much more.
-A company spends much of its salespeople's time in the selling process on promoting features and benefits of the product to customers.The salespeople have a high closure rate of initial sales,but a low rate of repeat business.What should the salespeople focus on to improve retention rate?

Accepted Answer

A) needs awareness 
B) building rapport 
C) presentation skills 
D) delivery 
E) the close 
A) needs awareness 
B) building rapport 
C) presentation skills 
D) delivery 
E) the close

Question 19

A company has developed a calendar/messaging/paperwork center that helps working mothers organize their families' schedules and paperwork.All the mothers who have tried it have loved it,and it is priced comparably to normal planners,although it offers much more.
-What can be the most confusing difference between consumer sales and business sales?

Accepted Answer

A) In business sales,the initial contact is almost never the actual purchaser. 
B) In business sales,purchasers have different roles,so the purchaser may not be the decisionmaker. 
C) In consumer sales,the first decision the customer makes is almost always their final decision. 
D) In consumer sales,the payment policy involves cash and credit,but not payment plans. 
E) In consumer sales,the delivery schedule is straightforward. 
A) In business sales,the initial contact is almost never the actual purchaser. 
B) In business sales,purchasers have different roles,so the purchaser may not be the decisionmaker. 
C) In consumer sales,the first decision the customer makes is almost always their final decision. 
D) In consumer sales,the payment policy involves cash and credit,but not payment plans. 
E) In consumer sales,the delivery schedule is straightforward.

Question 20

The process through which sensations are interpreted,using our knowledge and experience is called ________.

Accepted Answer

The answer of The process through which sensations are interpreted,using...

Which of the following is a factor that would motivate a rational buyer?

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

Each team member in a buying center:

A sales team that uses the buyer resolution theory to guide their department and pursue sales is vulnerable to which of the following factors?

A habitual rebuy is a routine purchase of items needed by a business-to-business customer.

List the steps in the typical buying process.

A careful study of buying behavior reveals that people make buying decisions based on:

The salesperson has noticed that customers do not buy when she expects them to,and seem to want more stages of information-gathering and less time for the actual purchase than her sales manager trained her in.She approaches her sales manager about this and together they decide to:

When a salesperson positions their product as fitting with a customers' influences,it plays which of the following functions?

In which value creation selling approach do salespeople focus a great deal of attention on customers' needs awareness?

Which type of selling appeals to buyers who prefer to purchase a packaged solution to a problem from a single seller,thus avoiding all the separate decisions involved in a complex buying situation?

What financial effect on the sales department will aligning their sales process with the customers' sales process create?

There are three types of organizational buying situations: new-task buy,straight rebuy,and modified rebuy.

The three major types of organizational buying situations are:

Buyer behavior is often influenced by perception.

The process through which sensations are interpreted,using our knowledge and experience is called ________.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Demonstration

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 Behavior

Which of the following is a factor that would motivate a rational buyer?

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

Each team member in a buying center:

A sales team that uses the buyer resolution theory to guide their department and pursue sales is vulnerable to which of the following factors?

A habitual rebuy is a routine purchase of items needed by a business-to-business customer.

List the steps in the typical buying process.

A careful study of buying behavior reveals that people make buying decisions based on:

The salesperson has noticed that customers do not buy when she expects them to,and seem to want more stages of information-gathering and less time for the actual purchase than her sales manager trained her in.She approaches her sales manager about this and together they decide to:

When a salesperson positions their product as fitting with a customers' influences,it plays which of the following functions?

In which value creation selling approach do salespeople focus a great deal of attention on customers' needs awareness?

Which type of selling appeals to buyers who prefer to purchase a packaged solution to a problem from a single seller,thus avoiding all the separate decisions involved in a complex buying situation?

What financial effect on the sales department will aligning their sales process with the customers' sales process create?

There are three types of organizational buying situations: new-task buy,straight rebuy,and modified rebuy.

The three major types of organizational buying situations are:

Buyer behavior is often influenced by perception.

The process through which sensations are interpreted,using our knowledge and experience is called ________.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Demonstration

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