Question 1

In evaluating business buying decisions, what are features of the core product that the customer takes for granted, such as reliability, durability, and conformance to specifications?

Accepted Answer

A)  delighter attributes 
B)  functional attributes 
C)  psychological attributes 
D)  must-have attributes

Question 2

According to the textbook, which step in the selling process typically involves engaging prospects and customers through sales dialogue and presentations, co-creating and validating customer value, and earning customer commitment?

Accepted Answer

A)  initiating customer relationships 
B)  developing customer relationships 
C)  enhancing the customer relationship 
D)  evaluating the customer relationship

Question 3

What is the concept that demand for business markets is closely associated with the demand for consumer goods called?

Accepted Answer

A)  articulated demand 
B)  secondary demand 
C)  primary demand 
D)  derived demand

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

The acceleration principle in business markets suggests that as demand increases in consumer markets, the business market accelerates the buildup of inventories and production to compensate.

Accepted Answer

A) True 
 B)False

Question 6

Sersha has quit her job selling vacuum cleaners door-to-door. Now she is selling computer equipment to businesses. What can she expect as a result of this change?

Accepted Answer

A)  She will call on fewer but larger customers. 
B)  Demand for her products will fluctuate less, due to derived demand. 
C)  She will call on more and larger customers. 
D)  Her selling approach will be less complex, due to the multiple buying influences.

Question 7

In business markets, buyers tend to be larger and fewer in number than in consumer markets.

Accepted Answer

A) True 
 B)False

Question 8

Which step in the selling process typically corresponds to the determination of the characteristics of the item and the quality needed phase of the business buying process?

Accepted Answer

A)  initiating customer relationships 
B)  developing customer relationships 
C)  enhancing the customer relationship 
D)  evaluating the customer relationship

Question 9

At the end of the sales visit, Danica's customer said to her, "We need to raise our profile within the industry with respect to the quality of suppliers we choose to do business with." Which type of buyer needs was the customer expressing?

Accepted Answer

A)  knowledge 
B)  functional 
C)  social 
D)  psychological

Question 10

Members of the buying team will almost always have the same goals.

Accepted Answer

A) True 
 B)False

Question 11

An individual buying office supplies for an organization is operating in the consumer market.

Accepted Answer

A) True 
 B)False

Question 12

In business buying, the augmented features included in the total market offering that go beyond the buyer's expectations and have a significant impact on customer satisfaction are known as delighter attributes.

Accepted Answer

A) True 
 B)False

Question 13

Due to their access to important decision makers, salespeople should maintain a good relationship with gatekeepers.

Accepted Answer

A) True 
 B)False

Question 14

In evaluating business buying decisions, what are the features and characteristics that are related to what the product actually does or is expected to do?

Accepted Answer

A)  delighter attributes 
B)  functional attributes 
C)  psychological attributes 
D)  must-have attributes

Question 15

With respect to buying teams, what is the term for individuals within an organization who will actually utilize the product being purchased?

Accepted Answer

A)  influencers 
B)  users 
C)  deciders 
D)  purchasers

Question 16

What kind of purchase decision occurs when a buyer is purchasing a product or service for the first time?

Accepted Answer

A)  a straight rebuy decision 
B)  a modified rebuy decision 
C)  a flexible rebuy decision 
D)  a new task decision

Question 17

In terms of communication styles, a person who is high on responsiveness and high on assertiveness would be considered an expressive.

Accepted Answer

A) True 
 B)False

Question 18

The category of attributes referring to how things are carried out and done between the buyer and seller is called delighter attributes.

Accepted Answer

A) True 
 B)False

Question 19

Which type of buyer needs is contingent on and often the result of conditions related to the specific environment, time, and place?

Accepted Answer

A)  situational 
B)  functional 
C)  social 
D)  psychological

Question 20

In comparison to the consumer buying process, the business buying process has more steps and tends to be more logical in its approach.

Accepted Answer

A) True 
 B)False

Exam 3: Understanding Buyers

In evaluating business buying decisions, what are features of the core product that the customer takes for granted, such as reliability, durability, and conformance to specifications?

According to the textbook, which step in the selling process typically involves engaging prospects and customers through sales dialogue and presentations, co-creating and validating customer value, and earning customer commitment?

What is the concept that demand for business markets is closely associated with the demand for consumer goods called?

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

The acceleration principle in business markets suggests that as demand increases in consumer markets, the business market accelerates the buildup of inventories and production to compensate.

Sersha has quit her job selling vacuum cleaners door-to-door. Now she is selling computer equipment to businesses. What can she expect as a result of this change?

In business markets, buyers tend to be larger and fewer in number than in consumer markets.

Which step in the selling process typically corresponds to the determination of the characteristics of the item and the quality needed phase of the business buying process?

At the end of the sales visit, Danica's customer said to her, "We need to raise our profile within the industry with respect to the quality of suppliers we choose to do business with." Which type of buyer needs was the customer expressing?

Members of the buying team will almost always have the same goals.

An individual buying office supplies for an organization is operating in the consumer market.

In business buying, the augmented features included in the total market offering that go beyond the buyer's expectations and have a significant impact on customer satisfaction are known as delighter attributes.

Due to their access to important decision makers, salespeople should maintain a good relationship with gatekeepers.

In evaluating business buying decisions, what are the features and characteristics that are related to what the product actually does or is expected to do?

With respect to buying teams, what is the term for individuals within an organization who will actually utilize the product being purchased?

What kind of purchase decision occurs when a buyer is purchasing a product or service for the first time?

In terms of communication styles, a person who is high on responsiveness and high on assertiveness would be considered an expressive.

The category of attributes referring to how things are carried out and done between the buyer and seller is called delighter attributes.

Which type of buyer needs is contingent on and often the result of conditions related to the specific environment, time, and place?

In comparison to the consumer buying process, the business buying process has more steps and tends to be more logical in its approach.