Question 1

Cross-generational selling can be a challenge because different generations:

Accepted Answer

A) have different basic emotional needs 
B) prefer different forms of contact 
C) do not speak the same languages 
D) feel mistrust for each other 
E) have power dynamic issues 
A) have different basic emotional needs 
B) prefer different forms of contact 
C) do not speak the same languages 
D) feel mistrust for each other 
E) have power dynamic issues

Question 2

Which influence on buying decisions is defined as a set of characteristics and social behaviors based on the expectations of others?

Accepted Answer

A) reference group 
B) social class 
C) role 
D) culture 
E) process 
A) reference group 
B) social class 
C) role 
D) culture 
E) process

Question 3

Which is true regarding the differences between consumer and organizational buyers?

Accepted Answer

A) Consumer buyers often purchase online,while organizational buyers may purchase online or in person. 
B) Consumers purchase for household consumption,while organizational buyers purchase for personal consumption. 
C) Consumer decisions are usually made by individuals,while organizational decisions are frequently made by several people. 
D) Consumer purchases are based primarily on rational criteria,while organizational purchases are based primarily on emotional responses to products or promotions. 
E) Consumers mostly engage in a lengthy decision process,while organizational buyers make quick decisions. 
A) Consumer buyers often purchase online,while organizational buyers may purchase online or in person. 
B) Consumers purchase for household consumption,while organizational buyers purchase for personal consumption. 
C) Consumer decisions are usually made by individuals,while organizational decisions are frequently made by several people. 
D) Consumer purchases are based primarily on rational criteria,while organizational purchases are based primarily on emotional responses to products or promotions. 
E) Consumers mostly engage in a lengthy decision process,while organizational buyers make quick decisions.

Question 4

Which of the following is an important limitation of the buyer resolution theory?

Accepted Answer

A) Salespeople find the theory too complex. 
B) Customers already know the answer to the question,"What should I buy?" 
C) Few customers ask the question,"What is a fair price?" 
D) Some decisions are more difficult to make than others. 
E) It doesn't cover most situations. 
A) Salespeople find the theory too complex. 
B) Customers already know the answer to the question,"What should I buy?" 
C) Few customers ask the question,"What is a fair price?" 
D) Some decisions are more difficult to make than others. 
E) It doesn't cover most situations.

Question 5

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

Accepted Answer

The answer of A ________ ________ is a carefully conceived...

Question 6

Which of the following statements about social class is true?

Accepted Answer

A) People in the lower classes purchase items less impulsively than upper class shoppers. 
B) Social scientists agree that there are an unlimited number of social classes. 
C) "New money" people possess inherited wealth,often acquired several generations before. 
D) It is virtually impossible to move from one social class to another. 
E) Social class is determined by a combination of factors such as income,education,occupation,and accumulated wealth. 
A) People in the lower classes purchase items less impulsively than upper class shoppers. 
B) Social scientists agree that there are an unlimited number of social classes. 
C) "New money" people possess inherited wealth,often acquired several generations before. 
D) It is virtually impossible to move from one social class to another. 
E) Social class is determined by a combination of factors such as income,education,occupation,and accumulated wealth.

Question 7

While Maslow's hierarchy of needs is a useful model for understanding human needs,it can be artificial because:

Accepted Answer

A) several needs can be interacting within us at the same time,so the pyramid model isn't accurate 
B) almost no one in modern society is lacking the first few levels of needs 
C) esteem needs can be far stronger than social needs 
D) there is no way to generalize about what all people need 
E) Maslow's theory is not as widely accepted as Jung's theory is 
A) several needs can be interacting within us at the same time,so the pyramid model isn't accurate 
B) almost no one in modern society is lacking the first few levels of needs 
C) esteem needs can be far stronger than social needs 
D) there is no way to generalize about what all people need 
E) Maslow's theory is not as widely accepted as Jung's theory is

Question 8

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

Accepted Answer

A) esteem 
B) social 
C) safety and security 
D) self-actualization 
E) fullness 
A) esteem 
B) social 
C) safety and security 
D) self-actualization 
E) fullness

Question 9

Justin Bremer of Wealth Designs needs to do which of the following before meeting with customers?

Accepted Answer

A) rehearse his sales presentation until he has it memorized cold 
B) research to determine each customer's specific needs 
C) contact the home office to confirm the customer's address 
D) meet with his sales manager about his flagging sales 
E) ask the receptionist for a meeting with the purchasing director 
A) rehearse his sales presentation until he has it memorized cold 
B) research to determine each customer's specific needs 
C) contact the home office to confirm the customer's address 
D) meet with his sales manager about his flagging sales 
E) ask the receptionist for a meeting with the purchasing director

Question 10

Very few purchases are guided by emotional buying motives.

Accepted Answer

A) True 
 B)False

Question 11

When a teenage girl asks her best friends for their opinions on a career opportunity,she is most likely seeking support from which of the following groups?

Accepted Answer

A) culture 
B) subculture 
C) social class 
D) reference 
E) mastery 
A) culture 
B) subculture 
C) social class 
D) reference 
E) mastery

Question 12

Salespeople typically focus on a feature-benefit structure during the sales process,but it is important for a salesperson to uncover the product's emotional buying motive because:

Accepted Answer

A) the emotional buying motive can only be overcome when it is made explicit for the salesperson 
B) the emotional buying motive influences the rational buying motive more than any other motive 
C) the emotional buying motive influences the dominant buying motive,which influences the sale 
D) the emotional buying motive is stronger than the dominant buying motive 
E) the emotional buying motive is not rational,so it can only hinder a sale for the salesperson 
A) the emotional buying motive can only be overcome when it is made explicit for the salesperson 
B) the emotional buying motive influences the rational buying motive more than any other motive 
C) the emotional buying motive influences the dominant buying motive,which influences the sale 
D) the emotional buying motive is stronger than the dominant buying motive 
E) the emotional buying motive is not rational,so it can only hinder a sale for the salesperson

Question 13

At which stage in the typical buying process is the customer aware of a need and has evaluated one or more solutions with the resolve to do something,but may have obstacles or concerns to contend with?

Accepted Answer

A) Resolution of problems 
B) Need awareness 
C) Evaluation of solutions 
D) Purchase 
E) Implementation 
A) Resolution of problems 
B) Need awareness 
C) Evaluation of solutions 
D) Purchase 
E) Implementation

Question 14

Product buying motives include:

Accepted Answer

A) design and/or engineering preference 
B) social preference 
C) method preference 
D) purchase preference 
E) frequency preference 
A) design and/or engineering preference 
B) social preference 
C) method preference 
D) purchase preference 
E) frequency preference

Question 15

"When should I buy?" is a decision in the buyer resolution theory of personal selling.

Accepted Answer

A) True 
 B)False

Question 16

A purchase based more on feelings than on logic is a(n):

Accepted Answer

A) product buying motive 
B) patronage buying motive 
C) rational buying motive 
D) emotional buying motive 
E) group buying motive 
A) product buying motive 
B) patronage buying motive 
C) rational buying motive 
D) emotional buying motive 
E) group buying motive

Question 17

The first stage in the typical buying process is evaluation of solutions.

Accepted Answer

A) True 
 B)False

Question 18

Within most cultures are groups whose members share value systems based on common life experiences and situations.We call such a group a ________.

Accepted Answer

The answer of Within most cultures are groups whose members...

Question 19

When products are indistinguishable or there is a prior relationship between customer and vendor,this is a(n):

Accepted Answer

A) product buying motive 
B) patronage buying motive 
C) rational buying motive 
D) emotional buying motive 
E) group buying motive 
A) product buying motive 
B) patronage buying motive 
C) rational buying motive 
D) emotional buying motive 
E) group buying motive

Question 20

In Maslow's theory,after physiological needs have been satisfied the next need level is likely to be:

Accepted Answer

A) a romantic desire to attract the opposite sex 
B) to fulfill one's potential 
C) a freedom from danger 
D) worthiness in the eyes of others 
E) food and shelter 
A) a romantic desire to attract the opposite sex 
B) to fulfill one's potential 
C) a freedom from danger 
D) worthiness in the eyes of others 
E) food and shelter

Cross-generational selling can be a challenge because different generations:

Which influence on buying decisions is defined as a set of characteristics and social behaviors based on the expectations of others?

Which is true regarding the differences between consumer and organizational buyers?

Which of the following is an important limitation of the buyer resolution theory?

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

Which of the following statements about social class is true?

While Maslow's hierarchy of needs is a useful model for understanding human needs,it can be artificial because:

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

Justin Bremer of Wealth Designs needs to do which of the following before meeting with customers?

Very few purchases are guided by emotional buying motives.

When a teenage girl asks her best friends for their opinions on a career opportunity,she is most likely seeking support from which of the following groups?

Salespeople typically focus on a feature-benefit structure during the sales process,but it is important for a salesperson to uncover the product's emotional buying motive because:

At which stage in the typical buying process is the customer aware of a need and has evaluated one or more solutions with the resolve to do something,but may have obstacles or concerns to contend with?

Product buying motives include:

"When should I buy?" is a decision in the buyer resolution theory of personal selling.

A purchase based more on feelings than on logic is a(n):

The first stage in the typical buying process is evaluation of solutions.

Within most cultures are groups whose members share value systems based on common life experiences and situations.We call such a group a ________.

When products are indistinguishable or there is a prior relationship between customer and vendor,this is a(n):

In Maslow's theory,after physiological needs have been satisfied the next need level is likely to be:

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

Cross-generational selling can be a challenge because different generations:

Which influence on buying decisions is defined as a set of characteristics and social behaviors based on the expectations of others?

Which is true regarding the differences between consumer and organizational buyers?

Which of the following is an important limitation of the buyer resolution theory?

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

Which of the following statements about social class is true?

While Maslow's hierarchy of needs is a useful model for understanding human needs,it can be artificial because:

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

Justin Bremer of Wealth Designs needs to do which of the following before meeting with customers?

Very few purchases are guided by emotional buying motives.

When a teenage girl asks her best friends for their opinions on a career opportunity,she is most likely seeking support from which of the following groups?

Salespeople typically focus on a feature-benefit structure during the sales process,but it is important for a salesperson to uncover the product's emotional buying motive because:

At which stage in the typical buying process is the customer aware of a need and has evaluated one or more solutions with the resolve to do something,but may have obstacles or concerns to contend with?

Product buying motives include:

"When should I buy?" is a decision in the buyer resolution theory of personal selling.

A purchase based more on feelings than on logic is a(n):

The first stage in the typical buying process is evaluation of solutions.

Within most cultures are groups whose members share value systems based on common life experiences and situations.We call such a group a ________.

When products are indistinguishable or there is a prior relationship between customer and vendor,this is a(n):

In Maslow's theory,after physiological needs have been satisfied the next need level is likely to be:

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

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