Deck 3: Understanding Buyers

Question 1

Reductions in the size of the customer base and increased use of supply chain management have resulted in:

A) buyers and sellers becoming more interdependent.
B) a decline in risk management.
C) the development of short-term buyer-seller relationships.
D) decreased levels of buyer-seller interaction.
E) lower levels of service expectations by buyers.

Answer 1

A

Question 2

In the context of the types of buyers, the _____ consists of firms, institutions, and governments.

A) business market
B) wholesale market
C) capital market
D) bond market
E) commodity market

Answer 2

A

Question 3

It is important for salespeople to identify and monitor the consumer markets that are related to their business customers so that:

A) they can help their customers stay ahead of demand shifts.
B) they can train to become purchasing agents.
C) they can formalize their customers' buying processes.
D) they can reduce the extent of buyer-seller interactions.
E) they can avoid engaging in competitive depositioning.

Answer 3

A

Question 4

Jennifer works as a business-to-business salesperson in a company that sells personalized merchandise. She has applied for the role of a retail salesperson in the same company. Which of the following changes can she expect?

A) She will have to work with a higher number of customers.
B) She will have to work in a high demand fluctuation market.
C) She will not have to worry about the buying influences of her customers.
D) She will have to work with large buyers.
E) She will not have to learn about her company's products in detail.

Question 5

A business buyer's purchase process ends with:

A) determining the characteristics of the item needed.
B) performance feedback and evaluation.
C) the selection of an order routine.
D) the recognition of a problem or need.
E) the acquisition and analysis of proposals.

Question 6

Which of the following is a function of buyers in business markets who are trained as purchasing agents?

A) Determining a seller's communication style
B) Identifying suppliers and sourcing goods and services
C) Using the product being purchased
D) Replacing bidders during the purchasing process
E) Preparing customized presentations and presenting them before sellers

Question 7

Unlike consumer markets, business markets:

A) include buyers who deemphasize overall value as the cornerstone for purchase decisions.
B) include a large number of buyers for very small purchases.
C) are comprised of a larger number of buyers.
D) are characterized by the higher volatility of the demand for goods and services.
E) are bigger in size.

Question 8

Since buyers are trained as purchasing agents, they have a more professional and rational approach to purchasing. As a result, salespeople:

A) are required to only focus on one buyer or buying team at a time.
B) must possess increased levels of knowledge and expertise to help customers.
C) avoid working with buyers who are unable to perceive the presence of a needs gap.
D) need to prove their dependability to customers intermittently.
E) must refrain from using interrelationships between the phases of the buying process and selling activities to interact with buyers.

Question 9

In the context of the buying process, once business buyers evaluate proposals from different suppliers, they _____.

A) determine the characteristics of the required item
B) analyze supplier qualifications
C) select an order routine
D) recognize a problem or need
E) engage in strategic prospecting

Question 10

Coolex Inc., a chemical refrigerant manufacturer, increases production of liquid refrigerant to meet the rising demand for air conditioners. Which of the following explains this increase in production as a result of an increase in the demand for air conditioners?

A) The anthropic principle
B) The law of independent assortment
C) The law of segregation
D) The uncertainty principle
E) The acceleration principle

Question 11

The business market includes:

A) buyers who acquire goods and services to use as inputs into their own manufacturing process.
B) buyers who purchase goods and services for their own use or consumption.
C) buyers whose purchase decisions are mostly guided by peer group behavior.
D) buyers whose purchase decisions are greatly influenced by aesthetics.
E) buyers whose purchase decisions are highly influenced by personal taste.

Question 12

Into which of the following groups are buyers most commonly categorized?

A) The consumer market and the distributor market
B) The business market and the wholesaler market
C) The consumer market and the business market
D) The government market and the business market
E) The government market and the wholesaler market

Question 13

Salespeople work and interact with many different types of buyers. These variants of customer types arise out of:

A) the ease of access they have to suppliers.
B) the extent of buyer-seller interactions in which they need to participate.
C) the unique buying situations they occupy.
D) the economic condition of the dominant market.
E) the government policies prevalent in the market.

Question 14

Business markets are different from consumer markets in that:

A) buyers in business markets tend to be smaller in size than buyers in consumer markets.
B) buyers in business markets tend to be smaller in number than buyers in consumer markets.
C) business markets are less complex than consumer markets.
D) unlike the demand for goods in business markets, the demand for goods in consumer markets is highly volatile.
E) unlike buyers in business markets, buyers in consumer markets are trained as purchasing agents.

Question 15

In the context of business markets, _____ represents the fact that business buyers tend to be larger in size but fewer in number, and this can greatly impact a salesperson's selling plans and performance.

A) derived demand
B) latent demand
C) precautionary demand
D) speculative demand
E) concentrated demand

Question 16

In the context of the acceleration principle, which of the following is a likely consequence when salespeople enable their customers to anticipate demand shifts and assist them in developing more effective marketing strategies?

A) Salespeople are likely to discontinue to serve as nonmanipulative consultants to buyers.
B) Customers are likely to eventually lose their purchasing motive.
C) Both the buyers and sellers are likely to become increasingly competitive to win benefits.
D) Buyers and sellers are likely to become independent of each other.
E) Both the buying and selling organizations are likely to realize mutual positive benefits.

Question 17

As a result of the increased interdependence between buyers and sellers and their mutual desire to reduce risk of the unknown, _____.

A) the emphasis on developing short-term buyer-seller relationships has increased
B) buyers are competing to win benefits at the expense of each other
C) the number of buyers demanding personalized dialogue from sellers is declining
D) buyers have higher levels of service expectations from sellers
E) buyers and sellers are discarding supply chain management

Question 18

When consumer demand for vehicle tires increases, the demand for rubber also goes up. This increased demand for rubber due to the increase in demand for tires shows the effect of _____ on business markets.

A) derived demand
B) acceleration demand
C) concentrated demand
D) autonomous demand
E) direct demand

Question 19

In the context of collaborative buyer-seller relationships, which of the following is expected of salespeople?

A) They must focus on establishing short-term buyer-seller relationships.
B) They must reduce the number of interactions they have with buyers.
C) They must avoid interfering when buyers make purchase decisions.
D) They must consistently demonstrate that they are dependable.
E) They must establish one-way communication with buyers.

Question 20

In response to the increasing demand for electronic gadgets with advanced capabilities, Ziff Corp., an electronic gadget manufacturer, has increased its inventory and manufacturing capacity to meet the demand. This increase in inventory and manufacturing capacity due to an increase in demand for electronic gadgets can be best explained by the _____.

A) principle of superposition
B) principle of non-refoulement
C) acceleration principle
D) anthropic principle
E) scalar principle

Question 21

Which of the following is a difference between situational needs and social needs?

A) Unlike social needs, situational needs are the need for acceptance from and association with others.
B) Unlike social needs, situational needs are a result of conditions related to a specific environment, time, and place.
C) Unlike situational needs, social needs reflect the desire for feelings of risk reduction.
D) Unlike situational needs, social needs represent the need for a specific core task to be performed.
E) Unlike social needs, situational needs represent the desire for personal development, information, and knowledge.

Question 22

A buyer is unlikely to perceive the presence of a needs gap when he or she _____.

A) activates the buying process
B) is involved in strategic prospecting
C) completely understands his or her actual state
D) lacks a full understanding of the situation
E) has an active buying motive

Question 23

Knowledge needs are defined as:

A) the needs that are contingent on, and often a result of, conditions related to a specific environment, time, and place.
B) the desire for feelings of assurance and risk reduction, as well as positive emotions and feelings such as success, joy, excitement, and stimulation.
C) the desire for personal development, information, and awareness to increase thought and understanding as to how and why things happen.
D) the need for a specific core task or function to be performed.
E) the need for acceptance from and association with others.

Question 24

Which of the following is a difference between functional needs and psychological needs?

A) Unlike psychological needs, functional needs represent the desire for personal development, information, and knowledge.
B) Unlike psychological needs, functional needs are the need for acceptance from and association with others.
C) Unlike functional needs, psychological needs reflect the desire for feelings of assurance and risk reduction.
D) Unlike functional needs, psychological needs represent the need for a specific core task to be performed.
E) Unlike functional needs, psychological needs are a result of conditions related to a specific environment, time, and place.

Question 25

Avery is planning to buy a new laptop. He wants the laptop to have cutting-edge features such as a touchscreen with OLED display, USB Type-C ports, an infrared camera, and 8GB of RAM. He wants to be able to pay for the laptop in installments over three months using a credit card. Considering that he is interested in purchasing a high-end model, he expects that salespeople will keep him informed about new product launches and upgrades. He expects that the laptop would deliver the promised performance and that he will be one of the few privileged owners of that laptop. In this scenario, which of the following represents Avery's social needs?

A) His expectation that the laptop will perform as promised
B) The convenience of paying in installments using his credit card
C) His expectation to be informed about product launches and upgrades
D) The features he wants in the laptop
E) His belief that the laptop he would purchase is unique and superior to other laptops in the market

Question 26

Which of the following steps in the selling process corresponds to the step of acquisition and analysis of proposals in the business buyer's buying process?

A) Strategic prospecting
B) Developing customer relationships
C) Planning value-based sales dialogue and presentations
D) Activating the buying process
E) Creating new value opportunities

Question 27

Which of the following is a step involved in the selling process?

A) Strategic prospecting
B) Selection of an order routine
C) Recognition of a problem or need
D) Description of the characteristics of the item and the quantity needed
E) Acquisition and analysis of proposals

Question 28

Ava is planning to buy a new phone. She wants the phone to have features such as touchscreen display, wireless printing, fingerprint sensor, and 512GB of RAM. She wants to be able to pay for the phone in installments using her debit card. As she is interested in purchasing the latest model, she expects that salespeople will keep her informed about associated software upgrades and offers on phone accessories. She expects that the phone she purchases would deliver the promised performance and that she will be one of the few privileged owners of that phone. In this scenario, which of the following represents Ava's situational needs?

A) Her expectation to be one of the few privileged owners of the laptop
B) The convenience of using her debit card for payment in installments
C) The features she wants in the phone
D) Her expectation to be informed about product upgrades
E) Her expectation that the phone will perform as promised

Question 29

In the context of the buying process, _____ results when an individual cognitively and emotionally processes information relevant to his or her actual state of being and compares it to the desired state of being.

A) implied recognition
B) express recognition
C) de facto recognition
D) need recognition
E) de jure recognition

Question 30

Allen&Spade, a firearms manufacturer, has received a new order for customized handguns. The company understands that the production of this order will require a new set of machinery. With the help of its engineers, the company has figured out the specifications of the machinery required. Which of the following is the immediate next step that the company should take?

A) Evaluating proposals from machinery providers
B) Acquiring proposals from machine manufacturers
C) Purchasing new machines
D) Searching for machine manufacturers
E) Selecting an order routine

Question 31

In the context of the buying process, _____ serve as a standard for evaluation to ensure that the buying firm receives the required product features and quantities.

A) new task decisions
B) strategic prospecting methods
C) psychological attributes
D) requests for proposals
E) postpurchase specifications

Question 32

In the context of the buying process, which of the following is a purpose of the detailed specifications that describe exactly what buyers expect and require?

A) They help buyers develop and submit proposals as specified by selling firms.
B) They guide buyer firms in developing their proposals.
C) They provide buyers a framework for evaluating, comparing, and choosing among the proposed solutions.
D) They create new value opportunities for buyers.
E) They assist buyers in evaluating suppliers and products based on weighted averages across desired characteristics.

Question 33

Which of the following steps in the selling process corresponds to the step of performance feedback and evaluation in the business buyer's buying process?

A) Assessing value and relationship performance
B) Activating the buying process
C) Earning customer commitment
D) Planning value-based sales dialogue and presentations
E) Engaging prospects and customers through sales dialogue and presentations

Question 34

Allied Co., a technology firm, requires new data servers. Based on the specifications provided by its engineers, Allied Co. has acquired tenders from several different companies for 70 new data servers. Which of the following is the immediate next step that Allied Co. should take?

A) Evaluating the proposals received from server providers
B) Providing performance feedback
C) Searching for server manufacturers
D) Selecting an order routine
E) Purchasing the required servers

Question 35

Sarah recently bought a bicycle. After a few days of cycling, she realized that she needed a basket on the bicycle to keep her bag and other items while cycling. Sarah's need of a basket is a _____.

A) situational need
B) functional need
C) social need
D) psychological need
E) knowledge need

Question 36

Chindanel Hotels, a chain of luxury hotels, wants to install new security systems in all its hotels. Based on the specifications provided by Chindanel, a few companies have submitted tenders to acquire the contract. The buying team of Chindanel has shortlisted one company and has decided to give the contract to it. Which of the following is the immediate next step that Chindanel should take?

A) Evaluating proposals from other security system manufacturers
B) Searching for security system manufacturers that are cheaper than the shortlisted one
C) Providing performance feedback to the security system supplier
D) Selecting an order routine of the security systems
E) Evaluating the performance of the new security systems with that of the old ones

Question 37

Jason is ready to go home after a long day at work. As soon as he steps out of the office building, it starts to rain. With no cabs available, Jason decides to walk home and wishes he had an umbrella to avoid getting drenched in the rain. Jason's need of an umbrella is a _____.

A) situational need
B) self-actualization need
C) social need
D) psychological need
E) knowledge need

Question 38

Mason is planning to purchase a new laptop. He wants to buy a hybrid laptop with features such as touchscreen display, thunderbolt 3 ports and 8GB of RAM. He wants to able to pay for the laptop using his credit card. Considering that he is interested in purchasing the latest model, he expects that salespeople will keep him informed about associated product upgrades and offers on software. He expects that the laptop he purchases would deliver the promised performance and that he will be one of the few privileged owners of that laptop. In this scenario, which of the following represents Mason's functional needs?

A) His expectation to be one of the few privileged owners of the laptop
B) The convenience of using his credit card for payment
C) The features he wants in the laptop
D) His expectation to be informed about product upgrades
E) His expectation that the laptop will perform as promised

Question 39

In the context of the buying process, a(n) _____ refers to the perceived difference between a buyer's desired and actual state of being.

A) knowledge gap
B) research gap
C) analytics gap
D) needs gap
E) learning gap

Question 40

Which of the following phases of the selling process corresponds to the step of determining the characteristics of the item and quantity needed in the business buyer's buying process?

A) Creating new value opportunities
B) Assessing value and relationship performance
C) Initiating customer relationships
D) Earning customer commitment
E) Validating customer value

Question 41

Straight rebuy decisions are taken when:

A) the sources of purchase are different.
B) needs have been predetermined.
C) extensive research is required.
D) the products being purchased are unconventional.
E) financial risk is high.

Question 42

If a buyer is evaluating a sales offering on its ability to meet standards, the buyer is assessing the sales offering on the basis of a _____.

A) situational attribute
B) psychological attribute
C) delighter attribute
D) knowledge attribute
E) must-have attribute

Question 43

Powell Motors, an automobile manufacturing company, is interested in purchasing new air filters for its automobiles. The company's buying team has narrowed the alternatives to products proposed by five suppliers-supplier 1, supplier 2, and supplier 3, supplier 4, and supplier 5. To select a supplier, the team is considering two characteristics-reliability and durability. The purchase decision lies on the performance score and the importance weight of each characteristic. The performance scores for reliability of supplier 1, supplier 2, supplier 3, supplier 4, and supplier 5 are 10, 9, 8, 6, and 7, respectively. The performance scores for durability of supplier 1, supplier 2, supplier 3, supplier 4, and supplier 5 are 5, 7, 8, 8, and 6, respectively. The buying team assigns reliability an importance weight of 9 against a score of 8 for durability. According to the multiattribute model of evaluation, the buying team of Powell Motors is most likely to select _____.

A) supplier 2
B) supplier 1
C) supplier 4
D) supplier 5
E) supplier 3

Question 44

Roger works as a salesperson for Wycon, a cell phone manufacturing company. Most of his customers mistakenly believe that other brands are more durable and provide better features than Wycon. To clarify this belief and make sales, Roger shows his customers an online market research report that compared Wycon's phones to the phones manufactured by two rival companies. The research highlighted the superiority of Wycon's phones in terms of attributes such as battery life, internal storage, and camera quality. In this scenario, Roger is engaging in _____.

A) competitive depositioning
B) stealth marketing
C) psychological repositioning
D) real positioning
E) inbound marketing

Question 45

If a buyer mistakenly believes that a competitor's offering has higher level attributes or qualities than it actually does, a salesperson should attempt to:

A) alter the buyer's beliefs about the competitor's offering by providing accurate information.
B) manipulate the buyer into believing that the proposed product offering is on par with the competitors' offering.
C) proceed to select an order routine for the buyer.
D) avoid calling attention to the proposed offering's neglected attributes.
E) reassess the buyer's situation to prepare a revised offering.

Question 46

Unlike psychological attributes, functional attributes:

A) possess a close correspondence to the technical and more tangible product attributes.
B) are similar to the interpersonal communication and behaviors of salespeople and other personnel having contact with customers.
C) are the differentiators between competitors.
D) are the augmented features and characteristics included in the total market offering that go beyond buyer expectations.
E) have up to two times more influence on buyer satisfaction and loyalty.

Question 47

Jamie, a salesperson, is making a sales proposal to a potential customer. During the presentation, she realizes that some of the attributes of her product offering will not be able to maximize the buyer's evaluation score when compared to a competitor's offering. Which the following strategies should Jamie most likely follow?

A) She should end her presentation without disclosing her product's weaknesses.
B) She should exaggerate a little to improve the score of her product.
C) She should attempt to explain to the buyer that the characteristics on which her product scores low are of little importance.
D) She should modify the price of her product to one that is more suited to the current product offering even if her company incurs a loss.
E) She should avoid calling attention to neglected attributes.

Question 48

In the context of purchasing decisions, the newness of a problem or need is the lowest in _____.

A) semistructured decisions
B) unprogrammed decisions
C) new task decisions
D) modified rebuy decisions
E) straight rebuy decisions

Question 49

The overall evaluation scores of a laptop based on its processor, portability, screen size, touch, and computer memory are 75, 62, 63, 55, and 89, respectively. The importance of which of the following attributes is most likely to be emphasized by a salesperson when selling the laptop?

A) Processor
B) Portability
C) Screen size
D) Touch
E) Computer memory

Question 50

_____ involves creating and distributing valuable, relevant, and consistent material to attract and retain buyers.

A) Reverse marketing
B) Offline marketing
C) Scarcity marketing
D) Cause marketing
E) Content marketing

Question 51

Unlike functional attributes, psychological attributes:

A) refer to the features and characteristics that are related to what a product actually does.
B) refer to how things are carried out and done between a buyer and seller.
C) tend to be fairly common across the set of suppliers and products being considered for purchase by a buyer.
D) must be present for a supplier or product to even be included among those being considered for purchase.
E) include characteristics such as reliability, durability, and performance.

Question 52

Which of the following is true of the final phase in the buying process?

A) It involves initiating the development of requests for proposals.
B) It aims to assess the buying criteria of a customer.
C) It involves sharing purchase details with suppliers.
D) It aims to enhance buyer-seller relationships.
E) It involves rating each characteristic of competing products objectively.

Question 53

If a buyer is evaluating a sales offering on a salesperson's eagerness to satisfy, the buyer is assessing the sales offering on the basis of a _____.

A) technical attribute
B) psychological attribute
C) functional attribute
D) tangible attribute
E) must-have attribute

Question 54

Jason, a salesperson for Green Tools, proposes a sale of solar panels to Timothy Energy Solutions. Timothy Energy Solutions is not willing to do business with Green Tools, however, because its manager believes that their solar panels are inferior to the ones supplied by Timothy Energy Solutions' traditional suppliers. Jason presents the findings of a certified research body that compares solar panels manufactured by different companies based on their capacity and longevity. These findings prove that Green Tools' solar panels are superior to those of other companies. Hence, Timothy Energy Solutions agrees to conduct business with Green Tools. Which of the following strategies did Jason use to procure the business of Timothy Energy Solutions?

A) Continued affirmation
B) Competitive depositioning
C) Stealth marketing
D) Importance weights alteration
E) Two-factor evaluation

Question 55

One of the strategies that a salesperson can use to plan, create, and deliver an effective presentation is to:

A) adopt a task-oriented and fast-paced communication style with all buyers.
B) manipulate a buyer into believing that a product meets his or her requirements, even when it does not.
C) avoid calling attention to neglected attributes.
D) alter the importance weights of attributes based on their performance score.
E) refrain from engaging in competitive depositioning even if a buyer mistakenly believes that a competitor's offering has higher level attributes than it actually does.

Question 56

The overall evaluation scores of a secondary storage device based on its capacity, portability, durability, cost, and nonvolatility are 85, 65, 88, 75, and 63, respectively. The importance of which of the following attributes is most likely to be deemphasized by a salesperson when selling the secondary storage device?

A) Capacity
B) Portability
C) Durability
D) Cost
E) Nonvolatility

Question 57

In the context of purchasing decisions, a(n) _____ incorporates the lowest number of buying influences.

A) straight rebuy decision
B) modified rebuy decision
C) new task decision
D) unstructured decision
E) unprogrammed decision

Question 58

To make an effective sales presentation, salespeople should:

A) give equal importance to all attributes irrespective of their importance weights.
B) alter the buyer's beliefs about a proposed product offering when the buyer underestimates the product.
C) avoid calling attention to neglected attributes.
D) maintain the buyer's beliefs about a competitor's offerings even when the buyer overestimates the competitor's product.
E) be experienced in assuming the needs of a buyer or buying team.

Question 59

_____ is a postpurchase evaluation process buyers use that assesses a product purchase using functional and psychological attributes.

A) The two-factor authentication model
B) The two-factor model of evaluation
C) The motivation-hygiene matrix
D) Multiple regression analysis
E) The Kirkpatrick model of evaluation

Question 60

_____ are forms developed by firms and distributed to qualified potential suppliers that help suppliers develop and submit tenders to provide products as specified by a firm.

A) Unsolicited proposals
B) Requests for admission
C) Requests for proposals
D) Claim forms
E) Withholding forms

Question 61

With information technology increasing the effectiveness and efficiency of the buying process, _____.

A) buyers are losing their share in the purchasing process
B) buyers are becoming more informed
C) the landscape of the buying process is becoming less competitive
D) the demand for personalized dialogue from sellers is decreasing
E) the demand for postpurchase services is declining

Question 62

Buyers sometimes enter into a _____ simply to check the competitiveness of existing suppliers in terms of the product offering and pricing levels.

A) modified rebuy purchase decision
B) new task purchase decision
C) structured purchase decision
D) straight rebuy purchase decision
E) programmed purchase decision

Question 63

In the context of buying teams, which of the following is a role of gatekeepers?

A) To evaluate a product on the basis of how it will affect employee performance
B) To identify the need for a product
C) To determine which product or service will be purchased
D) To negotiate final terms of purchase with suppliers
E) To control the flow of information to and between vendors and other buying center members

Question 64

With the increase in the use of information technology in the buying process, _____.

A) content marketing has reduced
B) presale services have increased
C) overall cycle times have accelerated
D) mistakes have minimized
E) postsale services have reduced

Question 65

Data collected on consumer demographics, sales and consumer service histories, and marketing preferences and consumer feedback can be easily accumulated through a _____ system and used to better understand consumers and provide personalized offerings to best serve their needs.

A) customer relationship management (CRM)
B) critical path project management (CPPM)
C) corporate social responsibility (CSR)
D) rational unified process (RUP)
E) customer cognitive assessment (CCA)

Question 66

In the context of purchasing decisions, a _____ requires an extensive information search.

A) structured decision
B) modified rebuy decision
C) programmed decision
D) new task decision
E) straight rebuy decision

Question 67

James has never had a motorcycle before but is planning to purchase one to replace his old bicycle. James is most likely set to make a _____ purchase decision.

A) modified rebuy
B) new task
C) structured
D) straight rebuy
E) programmed

Question 68

_____ are defined as teams of individuals in organizations that incorporate the expertise and multiple purchasing influences of people from different departments throughout the organization.

A) Task forces
B) Out-groups
C) Buying teams
D) Quorums
E) Patrol teams

Question 69

Suppliers have more time to devote to postsale services because:

A) supply chain management is no longer a critical element in the buying process.
B) of the automation of routine transactions in the purchasing process.
C) buyers and sellers have become independent of each other.
D) the overall cycle time of the purchasing process has increased.
E) of a decline in relationship-building activities between buyers and suppliers.

Question 70

While selling to amiables, salespeople should adopt a _____ communication style.

A) task-oriented and slow-paced
B) relationship-oriented and fast-paced
C) task-oriented and highly assertive
D) task-oriented and less responsive
E) relationship-oriented and slow-paced

Question 71

In the context of buying teams, which of the following is true of influencers?

A) They are often technical or engineering personnel.
B) They have the ultimate responsibility of determining which product or service will be purchased.
C) They are responsible for negotiating final terms of purchase with suppliers.
D) They are also known as initiators.
E) They realize that the acquisition of a product might solve a need or problem.

Question 72

In the context of communication styles, _____ are low on responsiveness but high on assertiveness.

A) amiables
B) expressives
C) drivers
D) analyticals
E) coequals

Question 73

The overall cycle times of the purchasing process have reduced as a result of:

A) the decreased use of supply chain management.
B) the increased use of information technology.
C) the decreased interdependency between buyers and sellers.
D) an increase in traditional purchasing practices such as direct purchase.
E) a reduction in postpurchase services.

Question 74

Which of the following is an impact of information technology on the buying process?

A) Traditional content marketing has increased.
B) Shipping times have reduced.
C) Overall cycle times have increased.
D) Presale services have reduced.
E) Time devoted to postsale services has reduced.

Question 75

Low-assertive individuals tend to:

A) be quick to speak out.
B) be fast-paced.
C) take confrontational positions.
D) control situations.
E) be deliberate in their communication.

Question 76

In the context of purchasing decisions, the financial risk associated with a purchase is highest in _____.

A) straight rebuy decisions
B) new task decisions
C) structured decisions
D) modified rebuy decisions
E) programmed decisions

Question 77

In the context of purchasing decisions, a person purchasing groceries from a shopping mart on a daily basis is most likely engaging in a(n) _____.

A) analytical decision
B) unprogrammed decision
C) straight rebuy decision
D) new task decision
E) unstructured decision

Question 78

In the context of buying teams, the ultimate responsibility for determining which product or service will be purchased rests with the role of _____.

A) purchasers
B) deciders
C) initiators
D) influencers
E) gatekeepers

Question 79

While selling to drivers, salespeople should adopt a _____ communication style.

A) task-oriented and fast-paced
B) relationship-oriented and fast-paced
C) relationship-oriented and less assertive
D) relationship-oriented and highly responsive
E) task-oriented and slow-paced

Question 80

_____ 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.

A) Resilience
B) Perseverance
C) Agreeableness
D) Responsiveness
E) Assertiveness