A _____ consists of individuals who participate in the purchasing decision and share the goals and risks arising from the decision.
A) buying center
B) target market
C) sales force
D) strategic task force
Question 2The statistical test that helps researchers determine whether some observed pattern of frequencies corresponds to an expected pattern is known as:
a. Median split
b. Two-box technique
c. p-value
d. Significance level
e. Chi-square goodness-of-fit test
Question 3Suppose you're a salesperson for a beer and wine distributor. One of your customers has just finished telling you they are unhappy because their last order contained several broken bottles. What should you do after expressing empathy and taking responsibility for the problem?
a. Offer the customer a discount on avoids next order.
b. Reimburse the customer for the broken bottles.
c. Ask the customer what he/she would like you to do.
d. Allow the customer to the vent.
e. Both a and to b
Question 4For a salesperson trying to determine the impact of group forces on the organizational buying process, which of the following questions are appropriate?
A) Which organizational members take part in the buying process?
B) What is each member's relative influence in the decision?
C) What criteria are important to each member in evaluating prospective suppliers?
D) All of the answer choices are appropriate.
Question 5The labels given to the two, mutually exclusive hypotheses used in hypothesis testing are:
a. Null and Alternative
b. Pro and Con
c. Valid and Invalid
d. True and False
e. Negative and Positive
Question 6Suppose you are a salesperson for an office supply company. One of your customers left you a message indicating that they were unhappy about the last order they received. While on your way to visit the customer to discuss the problem, you decide to review your procedure for handling complaints. What is the first thing you need to do to resolve customer's complaint?
a. Ask the customer what he/she would like you do.
b. Ask the customer to explain the problem and then listen carefully to get the whole story.
c. Offer the customer a discount on their next order.
d. Inform the customer that you will not charge them for the order.
e. None of the above are correct.
Question 7Individuals affecting the purchasing decision by supplying information for the evaluation of alternatives or by setting buying specifications is performing the role of:
A) a gatekeeper.
B) a user.
C) an influencer.
D) a decider.
E) a buyer.
Quick Reply
