Question 1

The evaluative attributes which the salesperson can affect through value-added service (beyond what the core product offers) are called?
A) Evaluative attributes
B) "Must-have" attributes
C) Functional attributes
D) Psychological attributes
E) Physiological attributes

Accepted Answer

The answer of The evaluative attributes which the salesperson can...

Question 2

The evaluative attributes related to how things are carried out and done between the buyer and the seller are called?
A) Evaluative attributes
B) "Must-have" attributes
C) Functional attributes
D) Psychological attributes
E) Physiological attributes

Accepted Answer

The answer of The evaluative attributes related to how things...

Question 3

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?
A) The development of a presentation that includes all of the benefits your product has to offer
B) An understanding of your general strengths and weaknesses relative to your competitors
C) An understanding of the importance weights the buyer will assign to the desired characteristics
D) The determination of the most efficient way to deliver your proposal
E) None of the above

Accepted Answer

Understanding the importance weights the buyer will assign to the desired characteristics is crucial in the multi-attribute model. This will help you tailor your proposal to highlight the aspects of your product that are most important to the buyer. Option A is important, but simply presenting all benefits may not help if they do not align with the buyer's key criteria. Option B is also important but does not directly relate to the multi-attribute model. Option D may be important, but it does not necessarily relate specifically to the buyer's decision-making model.

Question 4

The evaluative attributes related to what the product actually does or is expected to do are called?
A) Evaluative attributes
B) "Delighter" attributes
C) Functional attributes
D) Psychological attributes
E) Physiological attributes

Accepted Answer

The evaluative attributes related to what the product actually does or is expected to do are called functional attributes. These include features like the product's performance, durability, reliability, and usability.

Question 5

Which of the following is not a strategy for improving the chances that the buyer will evaluate your offer as most favorable?
A) Alter the buyer's beliefs about the proposed offering
B) Present to the buyer a list of all of your offer's benefits
C) Alter the buyer's beliefs about the competitor's offering
D) Alter the importance weights
E) Call attention to neglected attributes

Accepted Answer

While presenting a list of benefits can be effective in influencing the buyer's evaluation, it is not the only strategy for improving their perception of your offer. The other four strategies listed (altering beliefs about your offering, altering beliefs about the competition, altering importance weights, and calling attention to neglected attributes) can also be effective in improving the buyer's perception of your offer. Therefore, B is the answer as it is the only option that is not a strategy for improving the buyer's evaluation.

Question 6

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?
A) World Wide Web
B) Trade associations
C) Trade publications
D) Trade shows
E) All the above

Accepted Answer

Buyers are likely to use all of the above sources of information when searching for and qualifying potential solution providers. The World Wide Web provides access to a vast amount of information on various solution providers, trade associations offer industry-specific information and networking opportunities, trade publications provide insights into trends and developments in the industry, and trade shows provide an opportunity to meet potential solution providers in person and learn about their products and services.

Question 7

The evaluative attributes which the salesperson's core product's performance can affect are called?
A) Evaluative attributes
B) "Must-have" attributes
C) Performance attributes
D) Psychological attributes
E) Physiological attributes

Accepted Answer

The answer of The evaluative attributes which the salesperson's core...

Question 8

The two general categories of attributes making up the two-factor model of evaluation are?
A) Functional and "must-have" attributes
B) "must-have" and evaluative attributes
C) Functional and evaluative attributes
D) Function and psychological attributes
E) Evaluative and "delighter" attributes

Accepted Answer

The answer of The two general categories of attributes making...

Question 9

Which of the following is not one of the general types of purchasing decisions?
A) Straight rebuys
B) Modified rebuys
C) Repetitive rebuys
D) New tasks
E) All of the above are general types of purchasing decisions

Accepted Answer

Repetitive rebuys are not one of the general types of purchasing decisions. The three general types of purchasing decisions are straight rebuys (routine purchases), modified rebuys (previous purchase but with some changes or modifications), and new tasks (completely new purchase requiring research).

Question 10

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?
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 11

RFP is an acronym for:
A) Request for partners
B) Request for proposals
C) Request for problems
D) Ready for a proposal
E) Running for President

Accepted Answer

RFP stands for Request for Proposals, which is a document sent by a company or organization seeking bids from potential vendors or suppliers for a project or specific job.

Question 12

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:
A) It is an opportunity to build trust.
B) It will provide you with greater insight into the true needs of the buyer.
C) It will provide you with greater insight into how to create a truly customized solution.
D) It helps you to build a relationship with the customer.
E) All the above.

Accepted Answer

All the options mentioned above are reasons why a salesperson should want to assist the buyer in determining the general characteristics of a solution to their problem or need. By building trust, gaining greater insight into the buyer's needs, and creating a customized solution, the salesperson can better build a relationship with the customer and ultimately close the sale.

Question 13

When using the multi-attribute model for evaluating suppliers and products, buyers must remember to:
A) Contact all potential solution providers.
B) Include all the benefits associated with the various solution alternatives.
C) Apply weights, indicating relative importance, to the desired characteristics.
D) Interview all solution providers.
E) Include only those solutions with multiple attributes (i.e., multi-attribute).

Accepted Answer

The multi-attribute model requires buyers to apply weights indicating the relative importance of different characteristics in evaluating suppliers and products. This helps ensure that the final decision is based on the most important factors and is not swayed by less important ones. Contacting all potential solution providers and interviewing them can be useful, but it is not strictly necessary for the multi-attribute model. Including only solutions with multiple attributes is not a requirement as the model can be applied to single-attribute solutions as well. Including all benefits associated with the various solution alternatives is important, but the key aspect of the model is the weighting of characteristics.

Question 14

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?
A) End your presentation without disclosing your product's weaknesses
B) Exaggerate a little to improve your score
C) Attempts to explain to the buyer that the characteristics on which your product scores low are not really important
D) Modify your market offer to one that is more customized to your buyer's needs
E) Call attention to neglected attributes

Accepted Answer

Modifying your market offer to one that is more customized to your buyer's needs is probably the best strategy to follow because it shows that you are willing to go the extra mile to meet the customer's specific needs and preferences. This could potentially sway the buyer to choose your product over the competitor's offering. It is important to be transparent about the weaknesses of your product and to provide solutions to address any concerns the buyer may have. Ending the presentation without disclosing weaknesses or exaggerating your scores could lead to a lack of trust and credibility with the buyer. Attempting to explain away the low scores could also come across as dismissive of the buyer's evaluation criteria. Calling attention to neglected attributes may not be effective if the buyer's primary evaluation criteria are not addressed.

Question 15

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:
A) Alter the buyer's beliefs about the competitor's offering
B) Reassure the buyer that your product is superior
C) Alter the importance weights the buyer's using
D) Describe the difficulties the buyer will have if they choose the competitor's offer
E) Both b and d

Accepted Answer

The salesperson should attempt to correct the buyer's misconceptions by altering their beliefs about the competitor's offering. This can be done by providing accurate and factual information about the features and benefits of both products. Misrepresenting the competitor's offering could lead to ethical issues and damage the long-term relationships with the buyer.

Question 16

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?
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 17

It is important for salespeople to be familiar with the basic types of buyer needs to help ensure that:
A) The buyer is happy with your product.
B) No significant problems or needs have been overlooked in the process of needs discovery.
C) The buyer will learn to trust the salesperson.
D) The salesperson will always be able to match benefits to the needs of the buyer.
E) None of the above.

Accepted Answer

Familiarity with the basic types of buyer needs helps salespeople to identify and address all of the buyer's needs, ensuring that no significant problems or needs have been overlooked in the process of needs discovery. This is important for building trust with the buyer and matching benefits to their needs, but ultimately it is about making sure they are happy with the product by meeting all of their needs.

Question 18

Which of the following is necessary for using the multi-attribute model?
A) An assessment of how well the product or supplier performs in meeting each of the specified characteristics
B) A proposal from all possible solution providers
C) An assessment of which potential supplier offers the best solution
D) The relative importance of each specified characteristic
E) Both a and d

Accepted Answer

Both options A and D are necessary for using the multi-attribute model. It requires an assessment of how well the product or supplier performs in meeting each of the specified characteristics and an assessment of the relative importance of each specified characteristic.

Question 19

Needs which represent the desire for personal development and information are called?
A) Situational needs
B) Functional needs
C) Social needs
D) Psychological needs
E) Knowledge needs

Accepted Answer

Knowledge needs refer to the desire for personal development and information, which aligns with the description in the question. Situational needs refer to desires triggered by specific environmental factors, functional needs refer to the desire for practical or utilitarian benefits, social needs refer to the desire for acceptance and belonging, and psychological needs refer to the desire for emotional and mental well-being.

Question 20

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:
A) Begin searching for and qualifying potential solution providers.
B) Start analyzing proposals.
C) Attempt to determine the needs.
D) Evaluate the solution.
E) Make sure the salesperson is able to deliver a customized solution.

Accepted Answer

Once the buyer has completed phase three of the buying process, they should begin searching for and qualifying potential solution providers. This is the next step in the process of finding a solution that meets their needs.

Quiz 3: Understanding Buyers

The evaluative attributes which the salesperson can affect through value-added service (beyond what the core product offers) are called?

The evaluative attributes related to how things are carried out and done between the buyer and the seller are called?

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?

The evaluative attributes related to what the product actually does or is expected to do are called?

Which of the following is not a strategy for improving the chances that the buyer will evaluate your offer as most favorable?

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?

The evaluative attributes which the salesperson's core product's performance can affect are called?

The two general categories of attributes making up the two-factor model of evaluation are?

Which of the following is not one of the general types of purchasing decisions?

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?

RFP is an acronym for:

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:

When using the multi-attribute model for evaluating suppliers and products, buyers must remember to:

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?

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:

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?

It is important for salespeople to be familiar with the basic types of buyer needs to help ensure that:

Which of the following is necessary for using the multi-attribute model?

Needs which represent the desire for personal development and information are called?

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: