Question 1

_______________refers to the degree to which a person holds opinions about issues and attempts to dominate or control situations by directing the thoughts and actions of others.

Accepted Answer

The answer of _______________refers to the degree to which a...

Question 2

_________________refers to the process of giving to a supplier certain activities that were previously performed by the buying organization.

Accepted Answer

The answer of _________________refers to the process of giving to...

Question 3

The most important member of the buying team is the Gatekeeper.

Accepted Answer

A) True 
 B)False

Question 4

If a buyer mistakenly believes that a competitor's offering has higher level attributes or qualities than it actually does, the salesperson should attempt to:

Accepted Answer

A)   Alter the buyer's beliefs about the competitor's offering
B)   Reassure the buyer that your product is superior
C)   Alter the importance weights the buyer's using
D)   Describe the difficulties the buyer will have if they choose the competitor's offer
E)   Both b and dF) A) and E)
G) A) and D)

Exam 3: Understanding Buyers

_______________refers to the degree to which a person holds opinions about issues and attempts to dominate or control situations by directing the thoughts and actions of others.

Correct Answer
verified

_________________refers to the process of giving to a supplier certain activities that were previously performed by the buying organization.

Correct Answer
verified

The most important member of the buying team is the Gatekeeper.

Correct Answer
verified

If a buyer mistakenly believes that a competitor's offering has higher level attributes or qualities than it actually does, the salesperson should attempt to:

Correct Answer
verified

Exam 3: Understanding Buyers

_______________refers to the degree to which a person holds opinions about issues and attempts to dominate or control situations by directing the thoughts and actions of others.

Correct AnswerverifiedShow Answer

_________________refers to the process of giving to a supplier certain activities that were previously performed by the buying organization.

Correct AnswerverifiedShow Answer

The most important member of the buying team is the Gatekeeper.

Correct AnswerverifiedShow Answer

If a buyer mistakenly believes that a competitor's offering has higher level attributes or qualities than it actually does, the salesperson should attempt to:

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified