OPEN QUIZ: Chapter-8 1 mark Qer question. Total 20 Marks 1. _In_ 9111;; for a customer to arrive at a buying decision, the salesperson should present the product according to: A) the customer's unique personal tastes. B) his/her own point of View. C) a standardized procedure or presentation. D) the most important features of the product. E) the buyer prole based on industry research. 2. Which of the following represent the three prescriptions of the customer strategy? A) Understanding the buying process. understanding buyer behavior, and developing a prospect base Tell me what you want to do B) Understanding perceptions, dominant buying motives, and developing a customer prole C) The Buyer Action Theory, the Buyer Resolution Theory, and the Need Satisfaction Theory D) Value personal selling, developing a customer prole, and completing a competitor analysis E) Developing a customer prole, completing a competitor analysis, and understanding the customer's dominant buying motives 3. Which of the following represent the three major types of business buying? A) Individual, group, and organizational buying B) Habitual buying decision, variety seeking buying decision, and complex buying decision C) unmask buying, straight rebuy, and modied rebuy D) Rational, emotional, and nancial buying decisions E) Systems buying, value-added buying, and relationship buying. 4. Which of the following describe the three major types of consumer buying situations? A) Habitual buying decision, variety-seeking buying decision, and complex buying decision. B) Variety-seeking buying decision, complex buying decision, and brand loyalty decision. C) Low involvement buying decision, medium involvement buying decision, and high involvement buying decision. D) Systems buying decision, value-added buying decision, and relationship buying decision. E) Nous]: buy decision, straight rebuy decision, and modied rebuy decision. 5. The decisions to be made in the buyer resolution theory relate to price, need, product, time, and: A) source. SPROTT SHAW COLLEGE PAGE 1 OF 4 0521\\OPEN QUIZ-SlBUSINESS SP'ROTT SHAW COLL E G E B) sales approach. C) production options. D) perception. E) competition. 6. When Kinko's offers buyers networks of computers equipped with popular software, fast color printers, high-speed internet connections, and a variety of document preparation services, it is offering: A) customized product solutions. B) systems selling. C) total product solutions. D) value-added products. E) integrated selling. 7. The professional buyers at Walrnart would most likely be motivated by: A) rational needs. B) self-actualization needs. C) emotional needs. D) social needs. E) psychological needs. 8. The buyer resolution theory recognizes which of the following questions raised by the prospect? A) Does this product t with my self-image? B) When should I make the purchase? C) How do I perceive this product? D) Who is my reference group? B) What are my buying motives? 9. Which of the following motives would most likely make a customer buy from the same business? A) Patronage buying motives. B) Brand loyalty buying motives. C) Emotional buying moti Tell me what you want to do D) Product buying motives. " E) Risk aversion 10. A customer will tend to screen out or modify stimuli. What is this process is known as? A) Discrimination B) Conscious input C) Selective attention D) Selectivity E) Listening 11. After physiological needs have been satised, the next need level is: SPROTT SHAW COLLEGE PAGE 2 OF 4 0521\\OPEN QUIZ-8lBUSINESS OPEN QUIZ a g MK121' SALES STRATEGIES 2021 : TO TEACH TO GUIDE TO LEARN l A) to fulll one's potential. B) to nd the true purpose for being. C) a freedom from danger. D) a romantic desire to attract a partner. E) worthiness in the eyes of others. 12. 13. 14. 15. 16. When a teenage girl asks her best friends for their opinions on a career opportunity, she is most likely seeking support from her group. A) culture B) reference C) subculture D) social reference E) deferring A careful study of buying behavior reveals that people make buying decisions based on: A) emotional buying motives. B) social buying motives. C) prot making motives. D) ethical buying motives. E) risk-taking motives. The Widespread use of market research studies, public opinion polls, and surveys makes it easy to: A) identify persons who would not buy your product. B) preplan sales presentations that meet the needs of individual customers. C) nd persons who are solid prospects. D) fall into the trap of thinking of the customer as a statistic, not a person. E) nd information on competitors. According to Abraham Maslow, self-fulllment (a tapping of one's potential) is achieved through satisfaction of the needs. A) physiological B) safety and security C) esteem D) self-actualization E) social The objective of systems selling is to: A) encourage repeat purchases. B) get a quantity discount. C) make a complex buying decision easier. D) satisfy product buying motives. E) satisfy patronage buying motives. 17. Mai Ling wants to conceive a plan that will result in maximum customer responsiveness. SPROTT SHAW COLLEGE PAGE 3 OF 4 0521\\OPEN QUIZ-8\\BUSINESS SPROTT OPEN QUIZ 8 COLLEGE MK121 - SALES STRATEGIES - 2021 TO TEACH TO GUIDE TO LEARN Mai Ling wants to develop which of the following? A) A reference group. B) A social influence sphere. C) A customer strategy D) An impulsive buying motive. E) A customized needs satisfaction template 18. Which of the following examples exhibits a habitual buying example? A) Steven spends $10,000 on an engagement ring for his fiance. B) Mark treats his family to an expensive dinner at a restaurant to celebrate his daughter's graduation. C) Sandy buys a coffee at the coffee shop outside of her apartment building on the way to work every morning, even though there are some new cafes closer to her work. D) Sonia spends about $600 at her campus bookstore every semester. E) Pierre received his annual bonus from his work and surprised his family with a luxury cruise. 19. Physiological needs include which of the following? A) Sleep B) Self-fulfillment C) Friendships D) Security E) Recognition 20. Our need to belong to a group or to identify with a group is: A) a security need B) a group need C) an esteem need D) a personal need. E) a social need