Question 1

People's wants result from a lack of a basic requirement for human life.

Accepted Answer

Wants are desires for goods or services that are not necessary for survival, unlike needs which are essential for basic human life.

Question 2

People with strong economic needs will consider only price in a purchase situation.

Accepted Answer

While price may be a very important factor for those with strong economic needs, they may also consider other factors such as quality, durability, and brand reputation. While price is certainly an important factor for people with strong economic needs, they may also take into account other factors such as quality, reliability, and convenience when making a purchase decision.

Question 3

The major challenge facing sales people is to remain true to his/her personality style, while facing a buyer with a different personality style.

Accepted Answer

False

Question 4

In the stimulus-response model of consumer behaviour, information about why consumers do or do not buy is hidden in the black box.

Accepted Answer

In the stimulus-response model, information about the internal cognitive and emotional factors that influence consumer behaviour is hidden in the black box.

Question 5

The stimulus-response model of buyer behaviour assumes a prospect will respond in some unpredictable manner to a sales presentation.

Accepted Answer

The stimulus-response model of buyer behaviour assumes that a prospect will respond in a predictable and rational manner to a sales presentation. This model suggests that a salesperson's job is to identify the prospect's needs, present a persuasive message, and provide a call to action that will lead to a positive response.

Question 6

The speed and ease of buying decisions typically depends on the buying situation.

Accepted Answer

The buying situation, such as the complexity of the product, the level of involvement and the urgency, affects the speed and ease of buying decisions.

Question 7

Buyers are NOT always fully aware of their needs.

Accepted Answer

It is common for buyers to have a general idea of what they need, but they may not have thought through all the specific features or options that would best meet their needs. This is why it is important for sales representatives to ask questions and listen carefully in order to fully understand the buyer's needs and offer the most appropriate solution.

Question 8

Elizabeth purchased a Toyota Camry because it is good value, offering Elizabeth the most satisfaction for the money.This is an example of Elizabeth meeting an economic need.

Accepted Answer

Elizabeth's decision to purchase a Toyota Camry based on its value and satisfaction for the money meets her economic need for efficiency and cost-effectiveness.

Question 9

A low level of need awareness enables the salesperson to focus on the most appropriate product for the buyer's situation.

Accepted Answer

A high level of need awareness is necessary for a salesperson to effectively identify and focus on the most appropriate product for the buyer's situation.

Question 10

Adam is meeting his clients for the first time.His first task should be to figure out his clients' needs of lesser importance so that he can emphasize the benefits related to those needs during his sales presentation.

Accepted Answer

Adam's first task should be to figure out his clients' needs of greater importance, so that he can emphasize the benefits related to those needs during his sales presentation.

Question 11

Wants are usually classified as discretionary.

Accepted Answer

Wants are considered discretionary because they are not necessary for basic survival needs.

Question 12

Melissa is currently at Best Buy looking for a gift for her boyfriend who is a tech enthusiast.The salesperson helping out Melissa must focus on the needs and wants of Melissa in order to make a successful sale.

Accepted Answer

The answer of Melissa is currently at Best Buy looking...

Question 13

Having a strong social media presence is necessary and not being on social media will have an adverse effect on buyer behaviour.

Accepted Answer

In today's digital age, social media has become an integral part of people's lives. Social media platforms are not only used for personal interaction but also for business promotion and branding. Most consumers prefer to learn about new products, businesses, and services through social media channels. Therefore, having a strong social media presence is crucial for businesses to attract and retain customers. Not being on social media can result in missed opportunities to connect with potential customers and negatively impact buyer behaviour.

Question 14

The stimulus-response model of buyer behaviour tells us why customers buy or do not buy the product.

Accepted Answer

The answer of The stimulus-response model of buyer behaviour tells...

Question 15

Organizational buying uses B2C selling activities to fulfill the customer's needs and wants.

Accepted Answer

Organizational buying is a B2B activity where businesses purchase goods and services to support their operations, not to fulfill their own needs and wants as customers do in B2C selling activities.

Question 16

According to the text, when a person wants something badly enough and they get satisfaction out of it, then that particular want becomes a need.

Accepted Answer

The text states, "If an individual wants something badly enough, and they get satisfaction or pleasure out of it, then that want becomes a need."

Question 17

Buyers with limited needs awareness think they know what product they should buy.It is the role of an effective salesperson to uncover true needs.

Accepted Answer

Buyers with limited needs awareness may have a surface-level understanding of what product they need, but may not be aware of all the options and features available to them. An effective salesperson can ask questions and provide information to help uncover the buyer's true needs and offer tailored solutions.

Question 18

In a developed nation where needs are easily met for a majority of the population, buying a Chevrolet Corvette might be considered a need for an individual.

Accepted Answer

In a developed nation where needs are easily met for a majority of the population, buying a Chevrolet Corvette might be considered a need for an individual because it is a luxury item that is not necessary for survival.

Question 19

Selling solar panels to homeowners in order to help them save energy is an example of a B2B selling.

Accepted Answer

Selling solar panels to homeowners is an example of B2C (business-to-consumer) selling, as the selling is done directly to the end consumer. B2B (business-to-business) selling usually involves selling products or services to other businesses, rather than individual consumers.

Question 20

People purchase products for two reasons: practical and physiological.

Accepted Answer

People purchase products for practical and psychological reasons, not physiological.

Quiz 3: The Psychology of Selling: Why People Buy