Exam 1 Questions

Question 1

Amiables

Answer 1

Avoid Conflict
Close relationships
Cooperation
Cordial, loyal
They want to know “why”

Question 2

Driver

Answer 2

Take risks
Swift and efficient decision makers
Competitive against other companies and careers
Recognition, influence are important

Question 3

Analytical

Answer 3

Suspicious of power and personal relationships
Like facts, principles, and logic
Makes decisions slowly and deliberate
Avoids risk, conforms

Question 4

Expressive

Answer 4

Focus on future
Acts Quickly
Takes Risks and accepts consequences
Direct time and effort towards achieving vision

Question 5

What is CLV

Answer 5

Customer Lifetime Value

Question 6

Modified Rebuy

Answer 6

Act immediately when problems arise with customers

Question 7

Straight Rebuy

Answer 7

Reinforce relationship; convince customer of potential benefits from reexamining choice of supplier

Question 8

New Task

Answer 8

Monitor Changes in customer needs; respond quickly when problems and new needs arise

Question 9

Personal Selling

Answer 9

a person to person business in which a salesperson uncovers and satisfies the needs of a buyer to the mutual, long term benefit of both parties

Question 10

What is the nature between the buyer and seller in a strategic partnership?

Answer 10

Selling to prospects requires different skills than does selling to existing customers

Question 11

Which law regulates price fixing?

Answer 11

The Robinson Patman Act

Question 12

Responsiveness

Answer 12

Based on how emotional people tend to get in social situations

Question 13

Asseetiveness

Answer 13

degree to which people have opinions about issues and publicly make their positions clear to others

Question 14

Eight Buying Motives

Answer 14

need
acceptance
fear
impulse
health
pleasure
financial gain
Aspiration

Question 15

Mirroring

Answer 15

Matching verbal and physical cues (ex: both people cross their legs over the other.)

Question 16

Word Picture

Answer 16

Graphic or vivid story designed to help the buyer easily visualize the point

Question 17

The core activity of selling

Answer 17

uncovering and satisfying the needs of a buyer.

Question 18

Active personality process

Answer 18

When someone seeks out certain situations that are compatible with their personality traits

Question 19

Personality trait of buyers

Answer 19

Users, Gatekeepers, Initiators, deciders, influencers

Question 20

Functional Relationships

Answer 20

Variables wherein one variable changes systematically in response to the value of another

Question 21

Attitudinal Relationship

Answer 21

involves attitudes and behaviors, which can affect each other

Question 22

Salesman works in the industry and changes his selling style based on each individual customer. What is this called?

Answer 22

Style Flexing

Question 23

Backdoor Selling

Answer 23

Salespeople ignore the purchasing agents policy and contact people directly involved in the purchasing decision