Those buying decisions that involve a large set of choice alternatives and pose little uncertainty, and involve buyers actively searching for information, applying sophisticated analysis techniques, and careful consideration of long-term needs are called:
A) simple modified rebuy.
B) complex modified rebuy.
C) casual purchases.
D) routine low priority purchases.
E) specialty purchases.
Question 2Categorical measures are used to:
a. Measure awareness
b. Measure attitudes
c. Group respondents or objects
d. Count the number of cases that fall into various response categories
e. All of the above
Question 3Even though salespeople rarely are responsible for installation, why might it be helpful for salespeople to be present when their products are being installed?
a. This allows the salesperson the opportunity to sell the customer additional products.
b. Installation teams usually do not possess the same relational skills that salespeople do.
c. The salesperson may have to cover up installation or order processing mistakes.
d. The salesperson can immediately answer questions or concerns the buyer may have as a result of installation.
e. Both b and d are correct.
Question 4Buying decisions that are somewhat important to the firm and involve a moderate amount of analysis are:
A) casual purchases.
B) routine low priority purchases.
C) straight rebuy purchases.
D) extensive problem-solving purchases.
Question 5There is a right or simple answer as to how missing items should be handled.
Indicate whether the statement is true or false
Question 6Suppose you are a salesperson for a corporate jet manufacturer. You know from experience that after placing an order most customers will have questions or concerns. Which of the following post sale follow-up methods are appropriate for you to utilize?
a. A personal visit
b. Phone call
c. E-mail
d. Handwritten note
e. Both a and b are correct
Question 7As the risk associated with an organizational purchase decision increases:
A) buying center participants will be motivated to invest greater effort throughout the purchase process.
B) product quality becomes more important than price.
C) after-sale service becomes more important than price.
D) all of the answer choices.
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