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.
Question 2Cluster analysis is an important tool for identifying market segments because it groups observations based on similarity among measured variables.
Indicate whether the statement is true or false
Question 3Newspaper readers, on average, tend to be more economically downscale than television viewers.
Indicate whether the statement is true or false
Question 4Suppose 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
Question 5A factor loading in factor analysis indicates how strongly correlated a factor is with a measured variable.
Indicate whether the statement is true or false
Question 6Newspaper readership has been on the decline for a number of years.
Indicate whether the statement is true or false
Question 7Needs 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
Question 8Factor analysis is a dependence technique.
Indicate whether the statement is true or false
Question 9What is the difference between CPM and CPM-TM?
a. One is trademarked.
b. One expresses the cost per thousand in terms of the target market.
c. One expresses the cost per thousand in terms of television messages.
d. One is time marked.
Quick Reply
