A. user
B. influencer
C. decider and gatekeeper
D. buyer
Consumer Markets and Buyer Behavior
The business buying process starts with the?
A. problem recognition
B. general need description
C. product specification
D. supplier search
The step of personal selling process in which the sales person learns about potential buyer before making a call for sale is classified as?
A. pre-approach
B. sales nomination
C. qualifying
D. prospecting
The close factors affecting the company’s ability to serve its customers are referred as?
A. Microenvironment
B. Macro environment
C. Both a and b
D. None of the above
The whole sellers and retailers buying behavior is classified as?
A. business buyer behavior
B. derived demand
C. business buying process
D. cognitive dissonance
The sales promotion tool through which resellers are persuaded to carry brand, provide shelf space, promote advertising and push to final buyers is classified as?
A. point of purchase promotion
B. trade promotion
C. event promotion
D. off deal promotion
The last step in personal selling process is?
A. present and demonstrate
B. follow up
C. closing
D. approach
The demand of business buyers is derived from?
A. final consumer demand
B. raw materials suppliers
C. production controller
D. logistic managers
The pricing strategy in which the products are differentiated on the basis of value added features is classified as?
A. differentiated pricing
B. competitive pricing
C. value added pricing
D. quality added pricing
The sales force structure in which a sales representative is assigned to geographical area is allocated to sell product line in specific area is classified as?
A. customer sales force structure
B. product sales force structure
C. indirect sales force structure
D. territorial sales force structure