1) One of the key differences between the consumers and organizations in their buying characteristics is that the organizations' decision makers require expertise from the salesperson whereas the consumers' decision makers already possess expertise. True or False 2) _____ refer to something a person requires to sustain life and must be satisfied throughout their lives. Multiple Choice Wants Preferences Needs Choices 3) In Canada, needs are more powerful motivators than wants. True or False 4) Typically, needs are fulfilled by one of three types of buying situations - routine decision making, limited decision making or extensive decision making. True or False 5) Which of the following item/s is/are purchased through routine decision making? Books. Caviar. Milk. Refrigerator 6) These types of buyers care about perceptions and put importance on status and approval of others. Furthermore, they are considered impulsive and undisciplined buyers. Based on the explanation, which social style of a buyer are you doing with Drivers Expressives Analyticals Amiables 7) Which of the following is not a common buying characteristic between consumers and organizations? Time People Simplicity Motive 8) The most important characteristic for sales people to have to understand buyer behaviours and be successful is: Pride Empathy Desire to make money Physical stamina 9) One of the ways that the organizational buying process differs from the consumer buying process is that: The number of people involved in decision making The number of alternative choices provided The amount of time given to make their respective decisions The requirement to disclose their final decisions 10) _____ is the unobservable, internal process taking place within the mind of the prospect as he or she reaches a decision whether or not to buy. Black box Blind spot Recollection Premonition 11) Mohammed is a small business owner and is currently at BestBuy looking to replace all of the laptops for his sales team. In this example, Mohammed's sales team are playing which role in the buying centre? Users Buyers Influencers Gatekeepers 12) You realize that you are presenting to an Analytical and must quickly adapt your presentation to this personality style. Which of the following would you use in your presentation? The main point will be tying your presentation to the buyers' big picture. You would include ideas, concepts theory and long-range thinking Make the presentation detailed with facts, data, and multiple outcomes. Start your presentation with something carried over from your last call. Include the impact your product will have on people. Provide ample facts and supporting data in an orderly and logical manner. 13) A person ordering office supplies, for his home office, over the internet would be an example of a _____. Extensive decision making Moderate involvement decision making Limited decision making Routine decision making 14) The first step in the consumer buying decision typically involves: information evaluation purchase evaluation information collection need arousal