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19 Cards in this Set

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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
Psychological Needs
Members of the buying team will almost always have the same goals. T/F
False
The needs of the business buyer tend to be more complex than consumers' needs T/F
True
Which is not considered to be a specific communication style? a)assertives b)amiables c)expressives d)analyticals e)drivers
Assertives
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
b)More people influencing the buying decision
Typically, buyers involved in new task purchasing decisions rely more heavily on outside information than do buyers involved in modified rebuys. T/F
True
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
True
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
New Tasks
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).
c)Apply weights, indicating relative importance, to the desired characteristics.
The only type of needs business buyers have are functional needs. T/F
False
Which of the following is not a member of the buying center? Initiator User Purchaser Agent Gatekeeper
Agent
Straight rebuy and modified rebuy both refer to types of purchasing decisions. T/F
True
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
Knowledge Needs
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
Social needs
The desire to become more intelligent leads to intelligence needs. T/F
False
One of the major trends affecting purchasing is supply chain management. T/F
True
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
c.Higher levels of demand fluctuation
Most consumer markets are characterized as having derived demand. T/F
False
Buyers are increasingly dependent on salespeople to provide knowledge in addition to the core products they're selling. T/F
True