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Personal Selling- 3

Which of the following is the most common categorization of buyers:
Consumer and business
Members of the business markets include:
Firms, institutions, and governments
Which of the following is not a characteristic that distinguishes business markets from consumer markets?
Buyers make purchase decisions more often
Which of the following best describes derived demand?
Demand derived from the demand for another product
Sharon has quit her job selling vacuum cleaners door-to-door. Now, she is selling industrial equipment to businesses. Which of the following is one of the changes she can expect?
She will call on fewer customers.
Relative to consumer markets, business markets are more likely to exhibit:
Higher levels of demand fluctuation
Anthony worked in retail sales while completing his college degree. After graduating, he took a job as a business-to-business salesperson. Which of the following is one of the changes he can expect?
His new customers or more likely to have multiple buying influences & He is more likely to establish closer working relationships with this new customers.
Salespeople who are used to selling door-to-door may have difficulty working as a business-to-business salesperson because:
In business-to-business selling, sales are rarely made on the first call, They’re probably not used to forming close relationships with their customers, They usually have little experience dealing with multiple (more than two) buying influences, & They may not be used to dealing with professional purchasing agents.
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):
More people influencing the buying decision
Which the following is not a step in the buying process?
Making a sales presentation
The gap between a buyer’s desired state and his/her actual state is referred to as a
Complaint & Need
A buyer’s motivation to make a purchase begins when he/she:
Identifies a needs gap
A salesperson’s best chance for making a sale is to get involved with the buyer when they are in the ____ stage of the buying process?
Recognition of need
Which of the following is not one of the types of buyer needs?
Physiological
Needs that reflect the desire for feelings of assurance and risk reduction are called?
Psychological needs
Needs which represent the need for a specific core task to be performed are called?
Functional needs
Needs which represent the need for acceptance from and association with others are called?
Social 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?
Social needs
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
Psychological needs
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?
Situational needs
Suppose you’re working as a salesperson and one of your prospects tells you they are interested in your product because it is the one best suited for performing a particular task. Which of the following needs is the buyer expressing?
Psychological needs
Needs which represent the desire for personal development and information are called?
Knowledge needs
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?
Knowledge needs
It is important for salespeople to be familiar with the basic types of buyer needs to help ensure that:
no significant problems or needs have been overlooked in the process of needs discovery.
The second stage of the buying process is to determine the general characteristics of a solution to a particular problem or need. As a salesperson, you should want to assist the buyer as they move through this stage because:
it is an opportunity to build trust, it will provide you with greater insight into the true needs of the buyer, it will provide you with greater insight into how to create a truly customized solution, &it helps you to build a relationship with the customer.
Once the buyer has completed phase three of the buying process (a description of the characteristics of the item and quantity needed), the buyer should:
begin searching for and qualifying potential solution providers.
RFP is an acronym for:
Request for proposals
When buyers begin the process of searching for and qualifying potential solution providers, they’re likely to use which of the following sources of information?
World Wide Web
Trade associations
Trade publications
Trade shows
When using the multi-attribute model for evaluating suppliers and products, buyers must remember to:
apply weights, indicating relative importance, to the desired characteristics.
Which of the following is necessary for using the multi-attribute model?
An assessment of how well the product or supplier performs in meeting each of the specified characteristics & An assessment of which potential supplier offers the best solution
Suppose that, as a salesperson, you know that one of your potential buyers uses the multi-attribute model when making purchase decisions. Before making your proposal, you should probably try to accomplish which of the following?
An understanding of the importance weights the buyer will assign to the desired characteristics
Suppose you’re a salesperson making a sales proposal to a potential customer. During the presentation you learn your product offering will not maximize the buyer’s evaluation score in comparison with a competitor’s offering. Which the following is probably the best strategy for you follow?
Modify your market offer to one that is more customized to your buyer’s needs
Which of the following is not a strategy for improving the chances that the buyer will evaluate your offer as most favorable?
Present to the buyer a list of all of your offer’s benefits
If a buyer mistakenly believes that a competitor’s offering has higher level attributes or qualities than it actually does, the salesperson should attempt to:
Alter the buyer’s beliefs about the competitor’s offering
The two general categories of attributes making up the two-factor model of evaluation are?
Function and psychological attributes
The evaluative attributes related to what the product actually does or is expected to do are called?
Functional attributes
The evaluative attributes related to how things are carried out and done between the buyer and the seller are called?
Psychological attributes
The evaluative attributes which the salesperson can affect through value-added service (beyond what the core product offers) are called?
Psychological attributes
The evaluative attributes which the salesperson’s core product’s performance can affect are called?
“Must-have” attributes
Which of the following is not one of the general types of purchasing decisions?
Repetitive rebuys
A potential buyer will spend more time gathering information in which type of purchasing decision?
New tasks
Which is not considered to be a specific communication style ?
assertives
Which of the following is not a member of the buying center?
Agent
The member of the buying circle who controls the flow of information is called the ____?
Gatekeeper
A business organization wanting to increase it’s interdependence with its suppliers in an effort to reduce risk and increase profitability, may wish to explore the concept of?
SCM

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