Question 1

Needs which represent the need for acceptance from and association with others are called?
A) Situational needs
B) Functional needs
C) Social needs
D) Psychological needs
E) Knowledge needs

Accepted Answer

Social needs are the needs that represent the need for acceptance from and association with others. These needs are an essential part of human nature, and they include the need to belong, to form meaningful relationships, to be validated and recognized by peers, and to feel part of a group or community. Examples of social needs include the need for friendship, love, companionship, cooperation, and communication with others.

Question 2

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?
A) His new customers will be more likely to make a purchase.
B) His new customers will be more dependent upon him for information.
C) His new customers or more likely to have multiple buying influences.
D) He is more likely to establish closer working relationships with this new customers.
E) Both c and d are correct

Accepted Answer

In business-to-business sales, customers are more likely to have multiple buying influences, meaning that decision-making involves several individuals, which makes it necessary for salespeople to build closer working relationships with them. Additionally, customers in this type of sales are often more dependent upon salespeople for information, which increases the likelihood of making a purchase. Therefore, both options c and d are correct.

Question 3

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?
A) Situational needs
B) Functional needs
C) Social needs
D) Psychological needs
E) Knowledge needs

Accepted Answer

The buyer is expressing social needs, as they are interested in using a product that is associated with prestigious companies in order to feel validated and respectable among their peers.

Question 4

Which of the following is not a characteristic that distinguishes business markets from consumer markets?
A) Derived demand
B) Multiple buying influences
C) Buyers are larger but fewer number
D) Buyers make purchase decisions more often
E) All of the above

Accepted Answer

All of the other options (A, B, and C) are characteristics that distinguish business markets from consumer markets. Business markets have derived demand, meaning that demand for a product or service is based on the demand for another product or service. Business purchases are also often made by multiple buying influences, such as a purchasing department and a group of end users. Finally, buyers in business markets are typically larger but fewer in number than in consumer markets. The only option that is not a distinguishing characteristic is D, as buyers in business markets generally make purchase decisions less frequently than consumers.

Question 5

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

Accepted Answer

The answer of Suppose you're working as a salesperson and...

Question 6

Which of the following is not one of the types of buyer needs?
A) Functional
B) Social
C) Physiological
D) Situation
E) None of the above are types of buyer needs

Accepted Answer

The answer of Which of the following is not one...

Question 7

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?
A) Situational needs
B) Functional needs
C) Social needs
D) Psychological needs
E) Knowledge needs

Accepted Answer

The buyer is expressing situational needs, as their current supplier is experiencing temporary production problems, which is a situation that has arisen and created a need for them to find an alternative supplier.

Question 8

Members of the business markets include:
A) Firms, institutions, and governments
B) Firms, consumers, and governments
C) End-users, consumers, and governments
D) Industrial and consumer
E) None of the above

Accepted Answer

Business markets refer to the market where goods and services are sold to firms, institutions, and governments. Therefore, the correct choice is A.

Question 9

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?
A) She will call on fewer customers.
B) She will have to deal with fewer problems.
C) Her job will be much easier.
D) She will have much less control of her time.
E) All of the above are changes she can expect.

Accepted Answer

The answer of Sharon has quit her job selling vacuum...

Question 10

Which the following is not a step in the buying process?
A) Analysis of proposals
B) Performance feedback and evaluation
C) Making a sales presentation
D) Recognizing a problem or need
E) All of the above are steps in the buying process

Accepted Answer

Making a sales presentation is a step in the selling process, not the buying process. The buying process includes recognizing a problem or need, searching for information, evaluating alternatives, making a purchase decision, and then performing post-purchase evaluation and feedback. Analysis of proposals is a step in the buying process where the buyer compares different offers from vendors, while performance feedback and evaluation involve the customer's experience with the purchased product or service.

Question 11

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?
A) Recognition of need
B) Acquisition of proposals
C) Search for solution providers
D) Final
E) All the above

Accepted Answer

This is the stage where the buyer is identifying a problem or need and is open to considering solutions. By getting involved in this stage, the salesperson can offer their product or service as a solution and potentially win the sale. The other stages come later in the process and may not be as receptive to new solutions.

Question 12

Which of the following best describes derived demand?
A) Demand derived from consumer markets
B) Demand derived from business markets
C) Demand derived from intermediaries
D) Demand derived from the demand for another product
E) Demand derived from the buying center

Accepted Answer

Derived demand refers to demand for a product or service that is driven by the demand for another product or service. For example, the demand for steel is derived from the demand for automobiles or construction projects.

Question 13

Salespeople who are used to selling door-to-door may have difficulty working as a business-to-business salesperson because:
A) In business-to-business selling, sales are rarely made on the first call.
B) They're probably not used to forming close relationships with their customers.
C) They usually have little experience dealing with multiple (more than two) buying influences.
D) They may not be used to dealing with professional purchasing agents.
E) All of the above are correct.

Accepted Answer

In business-to-business selling, sales are rarely made on the first call. Additionally, forming close relationships with customers is essential in B2B sales, as many deals require ongoing negotiations and consultations. Multiple buying influences are also common in B2B sales, which may be challenging for those who are used to dealing with only one or two decision-makers. Finally, dealing with professional purchasing agents is a unique aspect of B2B sales that may require additional skill and experience. Therefore, all of the above options are correct.

Question 14

Needs which represent the need for a specific core task to be performed are called?
A) Situational needs
B) Functional needs
C) Social needs
D) Psychological needs
E) Knowledge needs

Accepted Answer

Functional needs represent the need for a specific core task to be performed. Situational needs refer to needs that arise due to specific situations or circumstances, social needs relate to the need for social interaction and approval, psychological needs relate to the need for emotional well-being and self-esteem, and knowledge needs relate to the need for information and learning.

Question 15

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

Accepted Answer

The answer of Relative to consumer markets, business markets are...

Question 16

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

Accepted Answer

Business markets typically involve more complex purchase decisions, which means that there are often more people involved in the buying decision. This can include buyers, influencers, and decision-makers from various departments or levels within the organization. As a result, the decision-making process tends to be more involved and can take longer than in consumer markets.

Question 17

Needs that reflect the desire for feelings of assurance and risk reduction are called?
A) Situational needs
B) Functional needs
C) Social needs
D) Psychological needs
E) Knowledge needs

Accepted Answer

Psychological needs reflect the desire for feelings of assurance and risk reduction. These needs stem from the fear and uncertainty that consumers may encounter when making purchases, and the desire to reduce risk and anxiety. Examples of psychological needs include the need for safety, security, peace of mind, and confidence in the product or service.

Question 18

Which of the following is the most common categorization of buyers:
A) Consumers and end users
B) Business and intermediaries
C) Consumer and business
D) Government and business
E) Government and intermediaries

Accepted Answer

The most common categorization of buyers is based on whether they are consumers (individuals who buy goods and services for their personal use) or businesses (organizations that buy goods and services to facilitate their operations). Therefore, choice C - consumer and business - is the best answer.

Question 19

The gap between a buyer's desired state and his/her actual state is referred to as a
A) Problem
B) Complaint
C) Negative discrepancy
D) Need
E) Both a and d are correct

Accepted Answer

The answer of The gap between a buyer's desired state...

Question 20

A buyer's motivation to make a purchase begins when he/she:
A) Identifies a needs gap
B) Talks with a salesperson
C) Evaluates proposals
D) Searches for information
E) Makes a purchase

Accepted Answer

A buyer's motivation to make a purchase starts when he/she identifies a needs gap. This is the point when the buyer realizes that he/she requires a product or service to fulfill a particular need or want. Only after recognizing this need, the buyer will move forward in the purchase process by searching for information, evaluating proposals, talking with a salesperson, and finally making a purchase.

Quiz 3: Understanding Buyers

Needs which represent the need for acceptance from and association with others are called?

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?

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?

Which of the following is not a characteristic that distinguishes business markets from consumer markets?

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?

Which of the following is not one of the types of buyer 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?

Members of the business markets include:

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?

Which the following is not a step in the buying process?

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?

Which of the following best describes derived demand?

Salespeople who are used to selling door-to-door may have difficulty working as a business-to-business salesperson because:

Needs which represent the need for a specific core task to be performed are called?

Relative to consumer markets, business markets are more likely to exhibit:

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) :

Needs that reflect the desire for feelings of assurance and risk reduction are called?

Which of the following is the most common categorization of buyers:

The gap between a buyer's desired state and his/her actual state is referred to as a

A buyer's motivation to make a purchase begins when he/she: