Question 1

Individuals who are high on the assertiveness measure and high and responsiveness measure are known as __________________.

Accepted Answer

The answer of Individuals who are high on the assertiveness...

Question 2

The _______________________refers to a perceived difference between a buyer's desired and actual state of being.

Accepted Answer

The answer of The _______________________refers to a perceived difference between...

Question 3

RFP stands for request for proposal.

Accepted Answer

A) True 
 B)False

Question 4

A market composed of firms, institutions, and governments who acquire goods and services to use as input into their own manufacturing processes is called the ___________________ market.

Accepted Answer

The answer of A market composed of firms, institutions, and...

Question 5

The only type of needs business buyers have are functional needs.

Accepted Answer

A) True 
 B)False

Question 6

_______________refers to the degree to which a person holds opinions about issues and attempts to dominate or control situations by directing the thoughts and actions of others.

Accepted Answer

The answer of _______________refers to the degree to which a...

Question 7

Which the following is not a step in the buying process?

Accepted Answer

A)  Analysis of proposals 
B)  Performance feedback and evaluation 
C)  Making a sales presentation 
D)  Recognizing a problem or need 
E)  All of the above are steps in the buying process

Question 8

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because your company provides the best training and consultation. Which of the following needs is the buyer expressing?

Accepted Answer

A)  Situational needs 
B)  Functional needs 
C)  Social needs 
D)  Psychological needs 
E)  Knowledge needs

Question 9

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because you offer a long warranty and a liberal return policy. Which of the following needs is the buyer expressing?

Accepted Answer

A)  Situational needs 
B)  Functional needs 
C)  Social needs 
D)  Psychological needs 
E)  Knowledge needs

Question 10

It is important for salespeople to be familiar with the basic types of buyer needs to help ensure that:

Accepted Answer

A)  The buyer is happy with your product. 
B)  No significant problems or needs have been overlooked in the process of needs discovery. 
C)  The buyer will learn to trust the salesperson. 
D)  The salesperson will always be able to match benefits to the needs of the buyer. 
E)  None of the above.

Question 11

The needs of the business buyer tend to be more complex than the consumers' needs.

Accepted Answer

A) True 
 B)False

Question 12

Business markets are subject to the acceleration pinciple.

Accepted Answer

A) True 
 B)False

Question 13

Relative to consumer markets, business markets are more likely to exhibit:

Accepted Answer

A)  Customers with greater intelligence 
B)  Customers with more problems 
C)  Higher levels of demand fluctuation 
D)  Customers with lower intelligence 
E)  Customers with fewer problems

Question 14

Which of the following is the most common categorization of buyers:

Accepted Answer

A)  Consumers and end users 
B)  Business and intermediaries 
C)  Consumer and business 
D)  Government and business 
E)  Government and intermediaries

Question 15

The least important member of the buying team is the Gatekeeper.

Accepted Answer

A) True 
 B)False

Question 16

The _______________________ model of evaluation is a post-purchase evaluation process buyers use that evaluates a product purchase using functional and psychological attributes.

Accepted Answer

The answer of The _______________________ model of evaluation is a...

Question 17

The gap between a buyer's desired state and his/her actual state is referred to as a

Accepted Answer

A)  Problem 
B)  Complaint 
C)  Negative discrepancy 
D)  Need 
E)  Both a and d are correct

Question 18

Needs which represent the need for acceptance from and association with others are called?

Accepted Answer

A)  Situational needs 
B)  Functional needs 
C)  Social needs 
D)  Psychological needs 
E)  Knowledge needs

Question 19

Outsourcing allows organizations to focus on their distinctive competencies.

Accepted Answer

A) True 
 B)False

Question 20

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because their other supplier is experiencing temporary production problems. Which of the following needs is the buyer expressing?

Accepted Answer

A)  Situational needs 
B)  Functional needs 
C)  Social needs 
D)  Psychological needs 
E)  Knowledge needs

Exam 3: Understanding Buyers

Individuals who are high on the assertiveness measure and high and responsiveness measure are known as __________________.

The _______________________refers to a perceived difference between a buyer's desired and actual state of being.

RFP stands for request for proposal.

A market composed of firms, institutions, and governments who acquire goods and services to use as input into their own manufacturing processes is called the ___________________ market.

The only type of needs business buyers have are functional needs.

_______________refers to the degree to which a person holds opinions about issues and attempts to dominate or control situations by directing the thoughts and actions of others.

Which the following is not a step in the buying process?

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because your company provides the best training and consultation. Which of the following needs is the buyer expressing?

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because you offer a long warranty and a liberal return policy. Which of the following needs is the buyer expressing?

It is important for salespeople to be familiar with the basic types of buyer needs to help ensure that:

The needs of the business buyer tend to be more complex than the consumers' needs.

Business markets are subject to the acceleration pinciple.

Relative to consumer markets, business markets are more likely to exhibit:

Which of the following is the most common categorization of buyers:

The least important member of the buying team is the Gatekeeper.

The _______________________ model of evaluation is a post-purchase evaluation process buyers use that evaluates a product purchase using functional and psychological attributes.

The gap between a buyer's desired state and his/her actual state is referred to as a

Needs which represent the need for acceptance from and association with others are called?

Outsourcing allows organizations to focus on their distinctive competencies.

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because their other supplier is experiencing temporary production problems. Which of the following needs is the buyer expressing?