Mk 330 Chapter 3

Front 1

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? a)Situational needs b)Functional needs c)Social needs d)Psychological needs e)Knowledge needs

Back 1

Psychological Needs

Front 2

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

Back 2

False

Front 3

The needs of the business buyer tend to be more complex than consumers' needs T/F

Back 3

True

Front 4

Which is not considered to be a specific communication style? a)assertives b)amiables c)expressives d)analyticals e)drivers

Back 4

Assertives

Front 5

Purchase decisions tend to be more complex in business markets than consumer markets. Accordingly, in business markets you are more likely to find (relative to consumer markets): a)A larger number of customers b)More people influencing the buying decision c) Fewer people influencing the buying decision d)Buyers who are more intelligent e)More products

Back 5

b)More people influencing the buying decision

Front 6

Typically, buyers involved in new task purchasing decisions rely more heavily on outside information than do buyers involved in modified rebuys. T/F

Back 6

True

Front 7

One way for a salesperson to influence the evaluation of a buyer using the multi-attribute model is to attempt to alter the importance weights. T/F

Back 7

True

Front 8

A potential buyer will spend more time gathering information in which type of purchasing decision? a)Straight rebuys b)Modified rebuys c)Repetitive rebuys d)New tasks e)All of the above are general types of purchasing decisions

Back 8

New Tasks

Front 9

When using the multi-attribute model for evaluating suppliers and products, buyers must remember to: a)Contact all potential solution providers. b)Include all the benefits associated with the various solution alternatives. c)Apply weights, indicating relative importance, to the desired characteristics. d) Interview all solution providers. e)Include only those solutions with multiple attributes (i.e., multi-attribute).

Back 9

c)Apply weights, indicating relative importance, to the desired characteristics.

Front 10

The only type of needs business buyers have are functional needs. T/F

Back 10

False

Front 11

Which of the following is not a member of the buying center? Initiator User Purchaser Agent Gatekeeper

Back 11

Agent

Front 12

Straight rebuy and modified rebuy both refer to types of purchasing decisions. T/F

Back 12

True

Front 13

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? Situational needs Functional needs Social needs Psychological needs Knowledge needs

Back 13

Knowledge Needs

Front 14

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because Fortune 500 companies use it. Which of the following needs is the buyer expressing? Situational needs Functional needs Social needs Psychological needs Knowledge needs

Back 14

Social needs

Front 15

The desire to become more intelligent leads to intelligence needs. T/F

Back 15

False

Front 16

One of the major trends affecting purchasing is supply chain management. T/F

Back 16

True

Front 17

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

Back 17

c.Higher levels of demand fluctuation

Front 18

Most consumer markets are characterized as having derived demand. T/F

Back 18

False

Front 19

Buyers are increasingly dependent on salespeople to provide knowledge in addition to the core products they're selling. T/F

Back 19

True