Practice Quiz Chapter 2

Business-to-Business

Business transaction between two organizations

Business-to-Consumer

Business transaction between a consumer and a business

Buyer

Person responsible for making the purchase

Buying Organization

The organization making the purchase

Salesperson

Person responsible for selling the product or service

Supplier/Vendor

The organization selling the product or service

True

Buyer motivation includes all the factors that drive a buyer to move from a current (actual) state to a desired state

Situation repair

When something is broken and needs replacement or repair

Situation continuance

When an opportunity resulting in business improvement exists

Situation improvement

When the buyer does not see the value in changing and elects to remain status quo

Situation Improvement

Scenario: Your company has 15 warehouses in which they store inventory. The current inventory management system is not working, leading to increased lead times due to understocking. The company is motivated to purchase a new, more reliable system or invest in repair services to prevent further operational disruptions

feature

A ——- is a characteristic or attribute of a product or service

benefit

A ——— is the value of a product or service that the buyer perceives or experiences

• enhanced mobility and flexibility

• better-viewing experience

Identify the BENEFITS of the product

Scenario: Modern Laptops often come equipped with high-resolution displays that provide sharp and clear visuals. This contributes to a better viewing experience for various tasks. In addition, they are designed to be compact and lightweight, allowing users to carry them easily from one location to another. This allows for enhanced mobility and flexibility as the users can use their laptops from virtually anywhere.

-Compact and light weight

-enhanced mobility and flexibility

-high-resolution display

-better-viewing experience

true

The buying decision process reflects the buyers journey that begins with the recognition of a need for a product or services

-true

-false

all of the above

Why does the salesperson need to understand each step of the buying decision process?

-to recognize the various ways to add value

-to have a clear understanding of the issues needed

-all of the above

-to maintain communication with the buyer and the buying organization

Influencer

Individuals who provide information or opinions that affect or influence the outcome of the purchase decision process

User

Individuals who will use the products

Gatekeeper

Individuals who control the flow of information

Decision-maker

Individuals who make the final say on whether to purchase the product or not