Question $1(0\mathrm{.}15$ points$)$

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because Fortune $500$ companies use it$.$ Which of the following needs is the buyer expressing?

Question $1$ options:

Situational needs

Functional needs

Social needs

Psychological needs

Knowledge needs

Question $2(0\mathrm{.}15$ points$)$

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because their other supplier is experiencing temporary production problems. Which of the following needs is the buyer expressing?

Question $2$ options:

Situational needs

Functional needs

Social needs

Psychological needs

Knowledge needs

Question $3(0\mathrm{.}15$ points$)$

When buyers begin the process of searching for and qualifying potential solution providers, they're likely to use which of the following sources of information?

Question $3$ options:

World Wide Web

Trade associations

Trade publications

Trade shows

All the above

Question $4(0\mathrm{.}15$ points$)$

The evaluative attributes related to how things are carried out and done between the buyer and the seller are called?

Question $4$ options:

Evaluative attributes

"Must$-$have" attributes

Functional attributes

Psychological attributes

Physiological attributes

Question $5(0\mathrm{.}15$ points$)$

When using the multi$-$attribute model for evaluating suppliers and products, buyers must remember to:

Question $5$ options:

Contact all potential solution providers.

Include all the benefits associated with the various solution alternatives.

Apply weights, indicating relative importance, to the desired characteristics.

Interview all solution providers.

Include only those solutions with multiple attributes $($i$.$e$.,$ multi$-$attribute$).$

Question $6(0\mathrm{.}15$ points$)$

Which of the following is the most common categories of buyers:

Question $6$ options:

Consumers and end users

Business and intermediaries

Consumer and business

Government and business

Government and intermediaries

Question $7(0\mathrm{.}15$ points$)$

The two general categories of attributes making up the two$-$factor model of evaluation are?

Question $7$ options:

Functional and "must$-$have" attributes

"must$-$have" and evaluative attributes

Functional and evaluative attributes

Function and psychological attributes

Evaluative and "delighter" attributes

Question $8(0\mathrm{.}15$ points$)$

Needs which represent the need for a specific core task to be performed are called?

Question $8$ options:

Situational needs

Functional needs

Social needs

Psychological needs

Knowledge needs