1.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

a)Drivers

b)Expressives

c)Analyticals

d)Amiables

2.Cognitive dissonance is also called:

a)buyer remorse

b)reciprocal dissatisfaction

c)a breach of warranty

d)seller misrepresentation

3.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?

a)Users

b)Buyers

c)Influencers

d)Gatekeepers

4.The most important characteristic for sales people to have to understand buyer behaviours and be successful is:

a)Pride

b)Empathy

c)Desire to make money

d)Physical stamina

5.Which of the following is not a common buying characteristic between consumers and organizations?

a)Time

b)People

c)Simplicity

d)Motive

6.Which of the following is true about wants?

a)Wants are not required to sustain life.

b)Wants are equivalent to needs.

c)Wants cannot be learned.

d)Wants are innate; we are born with them.

7._____ refer to something a person requires to sustain life and must be satisfied throughout their lives.

a)Wants

b)Preferences

c)Needs

d)Choices

8.Which of the following is the psychological buying need of a product?

a)Price being low

b)A sense of self-preservation

c)Lack of necessity

d)Not enough space to accommodate

9.A person ordering office supplies, for his home office, over the internet would be an example of a _____.

a)Extensive decision making

b)Moderate involvement decision making

c)Limited decision making

d)Routine decision making

10.The first step in the consumer buying decision typically involves:

a)information evaluation

b)purchase evaluation

c)information collection

d)need arousal

11.Which of the following item/s is/are purchased through routine decision making?

a)Books.

b)Caviar.

c)Milk.

d)Refrigerator.

12.Jerry is looking to book his wedding venue. He wants to get married in the same venue where his parents got married 40 years ago. What type of buying need is impacting Jerry's decision making?

a)Economic

b)Practical

c)Rational

d)Psychological

13.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?

a)The main point will be tying your presentation to the buyers' big picture. You would include ideas, concepts theory and long-range thinking

b)Make the presentation detailed with facts, data, and multiple outcomes.

c)Start your presentation with something carried over from your last call. Include the impact your product will have on people.

d)Provide ample facts and supporting data in an orderly and logical manner.

14.Salesperson currently trying to figure out the following two questions related to her buyer. 1) "what product attributes are important to the client (i.e. price, quality, service etc.)?". 2) "What is their attitude towards our competition?". These questions indicate that the client is currently at ________ stage of the consumer buying decision process.

a)Collection of information

b)Purchase decision

c)Post-purchase

d)Information evaluation

15.Which of the following products is most likely to be an example of extensive decision making for a couple who has been recently married?

a)A loaf of bread.

b)A birthday gift for her husband.

c)An infant carseat.

d)Spousal life insurance policy.

16.Prospective buyers are usually exposed to various sales presentations. In some manner, a person internalizes or considers this information and then makes a buying decision. This process of internalization is:

a)called cognitive perception.

b)referred to as a black box.

c)a readily understood mental process.

d)called stimulus-response behaviour.

17.Patsy is never happy with whatever she buys. She bemoans her choice each time she comes back from shopping. Patsy can be categorized as a(n) buyer.

a)know-it-all

b)complainer type

c)intuitive

d)greedy

18.One of the ways that the organizational buying process differs from the consumer buying process is that:

a)The number of people involved in decision making

b)The number of alternative choices provided

c)The amount of time given to make their respective decisions

d)The requirement to disclose their final decisions

19.Which of the following types of customers are also intimidators?

a)Silent

b)Greedy

c)Indecisive

d)Angry

20._____ 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.

a)Black box

b)Blind spot

c)Recollection

d)Premonition