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Exam 2: The Process of Selling and Buying

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Question 41

Multiple Choice

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The term buying center refers to:

A) The sales department that engages in team selling
B) All people who are actually employed by a company and who can impact the buying decision
C) Any employee who has the potential for impacting the selling process
D) Any employee who has the potential for impacting the buying process
E) All the people who participate in buying a product or service

F) C) and E)
G) D) and E)

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Question 42

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The first step of the organizational buying process is anticipation or recognition of a need or problem.

A) True
B) False

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Question 43

Multiple Choice

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Which of the following questions would be most likely asked when closing a sale?

Serena is a top salesperson in her company.Her long-term goal is to become CEO.She knows one possible career track is to become a sales manager.The other next-step-option would likely be to become:

The buying center tends to be more complex when dealing with a straight rebuy situation.

What are the seven stages in the buying process?

During which stage of the buying process is the buying center most likely to be involved?

In today's rapidly changing selling environment,sellers

The fact that most customers have different needs and problems forcing salespeople to work to develop unique solutions creates _____________ in sales careers.

Opportunities for rewards in a sales job include

After beginning a sales presentation,Henriette realizes the prospect already knows much of what she is presenting.She decides to skip a large part of her presentation and moves to a comparison of her company's products to competing products.Henriette showed the _____________ selling skill.

In terms of the buying center,an employee at a daycare center who realized that babies were getting sick because the center did not use an antibacterial cleaner on all of its wood and plastic surfaces would be both a user and an initiator.

_____ is the core of the selling process.

Freedom of action and opportunities for personal initiative are things most salespeople fear.

On average,salespeople still spend more time selling than in the performance of non-selling activities.

Bob Neal and Jon Smelky own a large cabinet-making company in Alabama.Their CPA advised them that they needed to develop another source of income as well as increase the efficiency of the organization if they wanted to continue making a profit.Neal's wife overheard this conversation and suggested the men do something with the wood wastes that the cabinet-making process produces.Shortly after Neal attended a trade show where he learned that the company's discarded wood slabs could be used to build wooden pallets.The company would need to invest about $45,000 as startup costs.Meanwhile,Smelky investigated the possibility of turning their wood scraps into mulch and selling it to a gardening supply wholesaler.Costs for this project were estimated at about $33,000.Neal and Smelky met with their three crew supervisors to see which method they should adopt.The crew supervisors voted for pallet making.Neal and Smelky began looking for a supplier. -What was the role of the company's CPA in the decision to buy the pallet-making equipment?

Fiona,a new sales rep for a pharmaceutical company,has considerable autonomy.She makes her own schedule,determining which customers to see and how often but,she knows her supervisor is keeping close tabs on

The freedom of action and opportunities for personal initiative in a sales job refers to

For most professional salespeople,it is the simplicity and lack of challenge of their jobs that motivate them.

Roland is putting together a selling center for his company.He will likely include