Question 1

A customer will tend to screen out or modify stimuli. This process is known as:
A)conscious input
B)selective attention
C)discrimination
D)selectivity
E)sensation

Accepted Answer

The answer of A customer will tend to screen out...

Question 2

"When should I buy?"is a consideration in the buyer resolution theory of personal selling.

Accepted Answer

The consideration of "when should I buy?" is a component of the buyer resolution theory, which guides the personal selling process. Therefore, the statement is true.

Question 3

Terrance Simpson is a sales representative for Swim-Tex, a swimming pool service and supply company. Swim-Tex sells the chemicals needed for pool maintenance as well as pool accessories like slides, ladders, and diving boards. Swim-Tex sells to both consumers and businesses.
-Terrance relies on the buyer resolution theory to pursue sales. Terrance is most likely vulnerable to which of the following factors?
A)increasing the time it takes to close the sale
B)spending too little time building rapport with the customer
C)losing focus on the features and benefits of the product
D)shifting all the power in the transaction to the customer
E)focusing on a decision in the process that is not an issue for the customer

Accepted Answer

The answer of Terrance Simpson is a sales representative for...

Question 4

In order for a customer to arrive at a buying decision,the salesperson should present the product according to:
A)the individual customer's needs
B)the salesperson's point of view
C)a standardized procedure or presentation
D)the buyer profile based on industry research
E)the chronological timeline of the product

Accepted Answer

The answer of In order for a customer to arrive...

Question 5

What most likely leads a prospect to purchase one product instead of another?
A)product buying motives
B)patronage affiliations
C)buyer resolutions
D)group emotional needs
E)physiological concerns

Accepted Answer

The answer of What most likely leads a prospect to...

Question 6

A purchase based more on feelings than on logic is a(n):
A)product buying motive
B)patronage buying motive
C)rational buying motive
D)emotional buying motive
E)group buying motive

Accepted Answer

The answer of A purchase based more on feelings than...

Question 7

Product buying motives include:
A)engineering preference
B)social preference
C)method preference
D)purchase preference
E)frequency preference

Accepted Answer

The answer of Product buying motives include:
A)engineering preference
B)social preference
C)method preference
D)purchase...

Question 8

RealPlan sells a calendar/messaging/paperwork center that helps working parents organize their families' schedules and paperwork. The product has received positive feedback from buyers, and it is priced comparably to normal planners even though it offers more features and benefits. RealPlan has been selling various planning products to consumers for 10 years, and managers at the firm see an opportunity to move into the business market with a software version of the popular planner. 
-Sarah,a RealPlan sales representative,recently sold a software package to Mario,the owner of a small business. How can Sarah most likely create value for Mario now that the sale is complete?
A)send Mario product brochures
B)become personal friends with Mario
C)continue to contact Mario to ask for referrals
D)provide additional software training to Mario
E)explain the many software benefits to Mario

Accepted Answer

The answer of RealPlan sells a calendar/messaging/paperwork center that helps...

Question 9

The idea that a customer needs to answer a set of five questions about the buying process before he or she can make a purchase is called the ________.

Accepted Answer

The answer of The idea that a customer needs to...

Question 10

When products are indistinguishable or there is a prior relationship between customer and vendor,a purchase is most likely based on a(n):
A)product buying motive
B)patronage buying motive
C)rational buying motive
D)emotional buying motive
E)group buying motive

Accepted Answer

The answer of When products are indistinguishable or there is...

Question 11

Which of the following statements about social class is most likely true?
A)People in lower social classes purchase items less impulsively than upper social class shoppers.
B)Social scientists agree that there are an unlimited number of social classes.
C)Self-made millionaires possess inherited wealth,often acquired several generations before.
D)It is virtually impossible to move from one social class to another.
E)Social class is determined by a combination of factors such as income,education,occupation,and accumulated wealth.

Accepted Answer

Social class is determined by a combination of factors such as income, education, occupation, and accumulated wealth. While it may be more difficult to move up or down in certain social classes, social mobility does exist and is influenced by individual and societal factors such as education and economic opportunities. A and B are incorrect as social class is not necessarily predictive of impulsive purchasing habits, and there is a finite number of social classes recognized by social scientists. C is also incorrect as self-made millionaires have not inherited their wealth, but rather have earned it through their own efforts.

Question 12

When a teenage girl asks her best friends for their opinions on a career opportunity,she is most likely seeking support from which of the following groups?
A)culture
B)subculture
C)social class
D)reference
E)mastery

Accepted Answer

The answer of When a teenage girl asks her best...

Question 13

Which of the following motives would most likely make a customer buy from the same business they have been buying from?
A)systems buying motives
B)emotional buying motives
C)brand loyalty motives
D)product buying motives
E)patronage buying motives

Accepted Answer

The answer of Which of the following motives would most...

Question 14

Buyer resolution theory says that the buyer can only decide to buy after having answered a series of five questions about the purchase.

Accepted Answer

The buyer resolution theory indeed suggests that a buyer must answer five critical questions, such as whether the purchase solves their problem, fits their budget, and aligns with their values, among others, before making a buying decision.

Question 15

A study of buying behavior reveals that most people make buying decisions based on:
A)a combination of emotional and rational buying motives
B)emotional buying motives only
C)rational buying motives only
D)social buying motives only
E)group theory motives only

Accepted Answer

The answer of A study of buying behavior reveals that...

Question 16

According to Abraham Maslow,self-fulfillment is achieved through satisfaction of which of the following needs?
A)esteem
B)social
C)safety and security
D)self-actualization
E)fullness

Accepted Answer

The answer of According to Abraham Maslow,self-fulfillment is achieved through...

Question 17

In Maslow's theory,after physiological needs have been satisfied,the next need level is likely to be:
A)self-actualization
B)psychological awareness
C)freedom from danger
D)worthiness in the eyes of others
E)food and shelter

Accepted Answer

The answer of In Maslow's theory,after physiological needs have been...

Question 18

A purchase based on the result of an objective review of available information is based on a(n):
A)product buying motive
B)patronage buying motive
C)rational buying motive
D)emotional buying motive
E)stable buying motive

Accepted Answer

The answer of A purchase based on the result of...

Question 19

Which influence on buying decisions is defined as a set of characteristics and social behaviors based on the expectations of others?
A)reference group
B)social class
C)role
D)culture
E)process

Accepted Answer

The answer of Which influence on buying decisions is defined...

Question 20

The buyer resolution theory states that buyers need to resolve the answers to which five questions?

Accepted Answer

The answer of The buyer resolution theory states that buyers...

Quiz 8: The Buying Process and Buyer Behavior

A customer will tend to screen out or modify stimuli. This process is known as: A)conscious input B)selective attention C)discrimination D)selectivity E)sensation

"When should I buy?"is a consideration in the buyer resolution theory of personal selling.

What most likely leads a prospect to purchase one product instead of another? A)product buying motives B)patronage affiliations C)buyer resolutions D)group emotional needs E)physiological concerns

A purchase based more on feelings than on logic is a(n): A)product buying motive B)patronage buying motive C)rational buying motive D)emotional buying motive E)group buying motive

Product buying motives include: A)engineering preference B)social preference C)method preference D)purchase preference E)frequency preference

The idea that a customer needs to answer a set of five questions about the buying process before he or she can make a purchase is called the ________.

When products are indistinguishable or there is a prior relationship between customer and vendor,a purchase is most likely based on a(n): A)product buying motive B)patronage buying motive C)rational buying motive D)emotional buying motive E)group buying motive

Which of the following statements about social class is most likely true?

When a teenage girl asks her best friends for their opinions on a career opportunity,she is most likely seeking support from which of the following groups? A)culture B)subculture C)social class D)reference E)mastery

Which of the following motives would most likely make a customer buy from the same business they have been buying from? A)systems buying motives B)emotional buying motives C)brand loyalty motives D)product buying motives E)patronage buying motives

Buyer resolution theory says that the buyer can only decide to buy after having answered a series of five questions about the purchase.

A study of buying behavior reveals that most people make buying decisions based on: A)a combination of emotional and rational buying motives B)emotional buying motives only C)rational buying motives only D)social buying motives only E)group theory motives only

According to Abraham Maslow,self-fulfillment is achieved through satisfaction of which of the following needs? A)esteem B)social C)safety and security D)self-actualization E)fullness

In Maslow's theory,after physiological needs have been satisfied,the next need level is likely to be: A)self-actualization B)psychological awareness C)freedom from danger D)worthiness in the eyes of others E)food and shelter

A purchase based on the result of an objective review of available information is based on a(n): A)product buying motive B)patronage buying motive C)rational buying motive D)emotional buying motive E)stable buying motive

Which influence on buying decisions is defined as a set of characteristics and social behaviors based on the expectations of others? A)reference group B)social class C)role D)culture E)process

The buyer resolution theory states that buyers need to resolve the answers to which five questions?