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Exam 3: Buying Behavior and the Buying Process

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Question 41

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Salespeople often trigger the buying process by demonstrating how their products can improve the efficiency of the customer's operation.

A) True
B) False

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Question 42

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At which step in the organizational buying process can a salesperson help the customer and help increase their chances of making a sale?

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At any stage a sales...

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Question 43

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Creeping commitment means that a customer becomes increasingly committed to a particular course of action while going through the steps in the buying process.

In the opening profile Hormel sales rep, Jenna Weber states that since most Hormel products are impulse purchases, it is critical that her company's products:

How would you classify the largest customers in the United States for goods and services?

Respond to the following statement: "Creeping commitment takes place in a straight rebuy situation."

Regan wants to develop a long-term relationship with his customers. To accomplish this objective Regan will pay close attention to:

What is one of the benefits of vendor diversity?

Salespeople selling OEM products need to demonstrate that their product helps customers produce products which will offer superior value.

_____ systems are used to forecast sales, develop production schedules, and select inventory dates that minimize costs.

What is the product classification for copier paper, toner for the copy machine, coffee filters for the office coffee machine, and paper towels for the office restroom?

When P.C. Logic, a facsimile machine manufacturer, purchases ceramic printing heads from Kyocera to install in its fax machines, it is acting as a(n) :

Always-a-share means each vendor will always get a share.

Violet is developing a supplier relationship management strategy (SRM) for her company. The first step she will take is to determine the ___________ with each vendor.

In the Chapter 3 opening profile Jenna Weber notes whether it is the corporate buyer or the end consumer, once you understand it, the purchasing process is very simple.

The hospital is considering changing its supplier of replacement joints. While surgeons make the final decision, the hospital's purchasing department is promoting Kyocera because it manufactures one of the cheapest and most durable hip joints on the market. In terms of the buying center, the purchasing department is a(n) :

Keeler is the purchasing agent for a hospital that is looking to change its supplier of replacement joints. He wants to give the contract to Kyocera because it manufactures the cheapest and most durable joint replacements on the market. This is an example of a buying center member expressing a(n) _____ need.

When does creeping commitment occur?

_______________________ is the major source of information for bidding on contracts to provide goods and services to the Federal government.

Getra Topaz is the purchasing agent for a hospital that specializes in orthopedic surgery, especially hip and knee replacements. She has been made aware of the existence of a ceramic hip joint that is stronger and will outlast the traditional replacement joint by at least 10 years. What kind of a buying decision will be occurring as Topaz determines whether to use the traditional hip replacement joint or try the new one?