Question 1

Which of the following is an example of a primary buying motive in the producer market?

Accepted Answer

The answer of Which of the following is an example...

Question 2

Products can be placed on a continuum ranging from relatively pure goods to relatively pure services.Where on that continuum would a customer relationship management system fall?

Accepted Answer

The answer of Products can be placed on a continuum...

Question 3

Products can be placed on a continuum ranging from relatively pure goods to relatively pure services.John places an order for custom ordered office furniture from Home Depot.Where on that continuum would you place the custom ordered office furniture from Home Depot?

Accepted Answer

The answer of Products can be placed on a continuum...

Question 4

Which term describes people who influence where information from salespeople goes and with whom salespeople will be allowed speak with?

Accepted Answer

Gatekeepers are people who can influence where information goes and control access to decision-makers. They can screen salespeople out or let them in, so building a good relationship with them is essential for successful selling. The other options (buyers, initiators, deciders, and influencers) are also part of the buying center, but they do not have the same control over information flow as gatekeepers.

Question 5

The textbook offers a classification of goods-services ranging from a relatively pure good to a relatively pure service.Where in that spectrum would you include a visit to your local medical clinic?

Accepted Answer

The answer of The textbook offers a classification of goods-services...

Question 6

Georgio is a hospital administrator.When he is not working at the hospital,he tutors elementary school children in reading and math.Georgio charges $10 an hour for tutoring and is considering leaving his hospital job and becoming a full-time tutor.What kind of an activity is Georgio doing when he tutors?

Accepted Answer

Georgio is performing a service by tutoring elementary school children in reading and math.

Question 7

Which of the following would you NOT classify as a selling a service?

Accepted Answer

Selling apples at a farmers' market is selling a physical product, not a service, so it does not classify as selling a service. The other choices all involve selling services.

Question 8

Which of the following roles within an organization may have an impact on the buying decision?

Accepted Answer

All of these roles can have an impact on the buying decision in different ways. Purchasing agents may be responsible for making the actual purchase, while managers may have the final say on whether or not to make the purchase. Accountants may have to review the financial implications of the purchase, and executive assistants may assist with the research and communication related to the purchase. Therefore, all of these roles are important in the buying decision process.

Question 9

Anxious Ally doesn't know her requests for the Hamilton Furniture Manufacturer's purchasing agent (PA)to call her are never even getting to the PA.On her last visit to the firm she told her sales assistant that the PA's secretary "did not seen to know what she was doing." Unfortunately,that remark was overheard.Now the PA's secretary is sabotaging Ally's efforts.What role is the PA's secretary playing?

Accepted Answer

The PA's secretary is not passing along Ally's messages or requests, thus acting as a gatekeeper and preventing Ally from reaching the PA. The remark Ally made about the secretary not knowing what she was doing may have caused the secretary to feel resentful or upset, leading to her behavior of sabotaging Ally's efforts.

Question 10

A particular university in Canada decides to purchase a new computer system for its new library.In the process,it engages James Computer Services as a consultant to evaluate and determine the required systems specifications needed by the university's library.What role does James' company play in this scenario?

Accepted Answer

James Computer Services acts as an influencer by providing expert advice and recommendations on the system specifications needed for the university's library.

Question 11

Salespeople have been complaining to management about the lack of flexibility associated with the company's sales tracking system and have asked the company to look for a different system.What role are the salespeople playing?

Accepted Answer

The salespeople are playing the role of initiators as they are the ones who first recognize the need for a change and bring it to management's attention.

Question 12

Which of the following involve selling services on behalf of someone else?

Accepted Answer

All of these choices involve selling services on behalf of someone else.

Question 13

Products can be placed on a continuum ranging from relatively pure goods to relatively pure services.Where on that continuum would professional lawn care and maintenance fall?

Accepted Answer

The answer of Products can be placed on a continuum...

Question 14

One of the challenges in selling services is the notion of heterogeneity.Which of the following statements about the notion of heterogeneity is NOT true?

Accepted Answer

Heterogeneity of services means that each unit of service sold is often not identical to other units, making it difficult to judge the quality of the product pre-purchase. This lack of standardization also creates challenges for salespeople in selling services. Therefore, statement C is not true because heterogeneity of services does not enable the seller of services to standardize output.

Question 15

Unlike business firms,nonprofit organizations usually must deal with two major markets in their marketing efforts.What are those two markets?

Accepted Answer

Nonprofit organizations typically have to market themselves to both contributors (donors who provide financial support) and clients (those who benefit from the organization's services or programs). Nonprofits rely on the support of both groups to fulfill their mission and sustain their operations.

Question 16

When a purchase is made on a straight rebuy basis,many of the steps in the business buying process are skipped.Which of the following steps are NOT omitted?

Accepted Answer

Even on a straight rebuy basis, the company must recognize the need or problem that requires the purchase. Therefore, option D is not omitted, but all other options are often skipped or minimized.

Question 17

Mary is working very hard to get ready for her sales presentation tomorrow.She sells adhesives for furniture and cabinet making.Tomorrow she must persuade the Hamilton Furniture Company's chief executive officer (CEO),who she has learned will make the actual choice,to pick her company to be its only supplier.What role does the CEO play in this sales scenario?

Accepted Answer

The CEO is the decider in this sales scenario, as they have the power to make the final decision on which supplier the Hamilton Furniture Company will choose.

Question 18

Which of the following statements about how the services characteristic of inseparability affects delivery of the service is true?

Accepted Answer

Inseparability means the service is created and dispensed simultaneously, meaning the provider and receiver must interact in real-time. This affects the delivery of the service because the provider must be present and actively engaged during the service delivery. Therefore, choice D is the correct answer. Options A, B, C, and E are incorrect because they do not relate to the characteristic of inseparability.

Question 19

Which of the following are NOT attributes normally associated with an intangible product?

Accepted Answer

Salespeople selling intangible products tend to focus their presentations on the product's benefits, rather than on the product itself. The other choices are all attributes normally associated with intangible products.

Question 20

Which of the following terms can be used to refer to a nonprofit client?

Accepted Answer

All of these terms can be used to refer to a nonprofit client depending on the type of nonprofit organization. A museum may have patrons, a church may have parishioners, a nonprofit may receive donations from United Way donors, and a hospital may have patients who are served by a nonprofit healthcare organization.

Quiz 14: Retail, business, services, and Nonprofit Selling

Which of the following is an example of a primary buying motive in the producer market?

Products can be placed on a continuum ranging from relatively pure goods to relatively pure services.Where on that continuum would a customer relationship management system fall?

Products can be placed on a continuum ranging from relatively pure goods to relatively pure services.John places an order for custom ordered office furniture from Home Depot.Where on that continuum would you place the custom ordered office furniture from Home Depot?

Which term describes people who influence where information from salespeople goes and with whom salespeople will be allowed speak with?

The textbook offers a classification of goods-services ranging from a relatively pure good to a relatively pure service.Where in that spectrum would you include a visit to your local medical clinic?

Which of the following would you NOT classify as a selling a service?

Which of the following roles within an organization may have an impact on the buying decision?

Salespeople have been complaining to management about the lack of flexibility associated with the company's sales tracking system and have asked the company to look for a different system.What role are the salespeople playing?

Which of the following involve selling services on behalf of someone else?

Products can be placed on a continuum ranging from relatively pure goods to relatively pure services.Where on that continuum would professional lawn care and maintenance fall?

One of the challenges in selling services is the notion of heterogeneity.Which of the following statements about the notion of heterogeneity is NOT true?

Unlike business firms,nonprofit organizations usually must deal with two major markets in their marketing efforts.What are those two markets?

When a purchase is made on a straight rebuy basis,many of the steps in the business buying process are skipped.Which of the following steps are NOT omitted?

Which of the following statements about how the services characteristic of inseparability affects delivery of the service is true?

Which of the following are NOT attributes normally associated with an intangible product?

Which of the following terms can be used to refer to a nonprofit client?