FiltersDone

Question type

Essay

Multiple Choice

Short Answer

True False

Matching

Exam 4: Buying Behavior and the Buying Process

Show Answer

Share

---

All types

Filters

Study FlashcardsPractice ExamLearn

Question 31

Essay

Review LaterAdd Note

Review Later

What is supply chain management and what is a salesperson's role in supply chain management?

Correct Answer

verified

Supply chain management is a set of prog...

View Answer

Show Answer

Question 32

Multiple Choice

Review LaterAdd Note

Review Later

Keeler is the purchasing agent for a hospital that is looking to change its supplier of replacement joints. He wants to give the contract to Kyocera because it manufactures the cheapest and most durable joint replacements on the market. This is an example of a buying center member expressing a(n) _____ need.

A) emotional
B) formal
C) external
D) verbal
E) rational

F) C) and E)
G) A) and C)

Correct Answer

verified

Show Answer

Question 33

Multiple Choice

Review LaterAdd Note

_____ systems are used to forecast sales, develop production schedules, and select inventory dates that minimize costs.

Salespeople often trigger the buying process by demonstrating how their products can improve the efficiency of the customer's operation.

Daimler-Chrysler uses _____ to manage its annual export of 65,000 vehicles. This computer-to-computer linkage, which Daimler-Chrysler calls HarperLink, provides worldwide control, invoicing, and information about ports, carriers, and custom documentation.

_______________________ is the major source of information for bidding on contracts to provide goods and services to the Federal government.

Derived demand means demand is derived from the increase in GDP.

To make its world famous barbecue, the Old Smoke House restaurant needs a steady supply of hickory wood. Because the Old Smoke House's owner believes in _____, she has used the same wood supplier for almost fifteen years.

Byorn, a purchasing manager, is part of team evaluating VOIP communication systems, a major capital investment for his telemarketing company. Byorn is involved in a ____________ situation.

Sparkling clean floors are both eye-pleasing and difficult to maintain in high-traffic areas. Most stores use floor mats, especially at doors, to keep floors clean, but these mats get dirty easily and are troublesome to clean. A salesperson from a mat rental service can show a retailer how much money can be saved by comparing costs of owning mats to the costs of renting mats. In this way, the salesperson for the mat rental service can:

Compared to consumer purchase decisions, organizational purchase decisions:

To effectively sell to a centralized purchasing department, many suppliers use a _____ to coordinate the firm's efforts so that it can satisfy a major customer.

When the Rose Bowl Parade committee votes to buy flowers to make mantles for the cars in the parade, it is an example of a new task buy.

The nurses at First Baptist Hospital wear uniforms that are rented from a local supplier. The nurses want a new style of uniform that is unavailable from the present supplier. Nurses Rosen and Brown have asked Delphi Suppliers to provide them with sample uniforms. They will pick out the style that they like best and present the alternatives to the other nurses who will vote on the one they like best. In terms of the buying center, what roles did Nurses Rosen and Brown assume?

Regan wants to develop a long-term relationship with his customers. To accomplish this objective Regan will pay close attention to:

How is the Internet affecting salespeople?

What is the first step in the organizational buying process?

Always-a-share means each vendor will always get a share.

Life-cycle costing is a method of pricing based on product life cycle stages.

Your supervisor directs you to investigate alternatives to regular postal service delivery. Your supervisor is acting as the gatekeeper in the buying process.