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ABCs of Relationship Selling Through Service 6Th Canadian Edition By Charles M. Futrell – Test BankPublished on May 5, 2020 To Purchase this Complete Test Bank with Answers Click the link Below https://tbzuiqe.com/product/abcs-of-relationship-selling-through-service-6th-ca... cathrinlozy Marketing MCQ Marketing Chapter 4 The process by which prospective buyers "internalize" or consider the information presented by the salesperson is referred to as a black box because: A. sales actions lead to buyer reactions. Answer: B. salespeople cannot read a buyer's mind.
Answer :Answer: B. salespeople cannot read a buyer's mind Explanation: Since in the question it is mentioned that the prospective buyer or the buyer who wants to purchased considerd that information which is presented by the seller that called as a black box as the sales people is not able to read the purchaser mind as they are also a human and they dont know what actually the buyer wants until the buyer didnt tell them about their need Therefore, the correct option is B. New questions in BusinessName: - Savan ChaudhariDate: - 9/5/2018BUS 327 Sales ManagementChapter 3 QuizChapter 03 The Psychology of Selling: Why People BuyMultiple Choice Questions1. The process by which prospective buyers "internalize" or consider the informationpresented by the salesperson is referred to as a black box because:A. sales actions lead to buyer reactions.B.salespeople cannot read a buyer's mind.C. psychological needs outweigh social wants.D. for every stimulus, there must be a response.E. salespeople seem untrustworthy to most buyers. 2. The _____ model of buyer behavior assumes a prospect will respond to the salespresentation in some predictable manner. Get answer to your question and much more 4. Benefit selling is often referred to as: Get answer to your question and much more 6. It is important to emphasize benefits in a sales presentation to a prospective buyer becausebenefits: Get answer to your question and much more 7. The acronym L-O-C-A-T-E reminds us of several useful methods for uncovering aprospective buyer's needs. If prospects drop leading remarks like "I wish I had a televisionlike this one," it pertains to:A. observing. 3Student: ___________________________________________________________________________1.Why is the process by which prospective buyers "internalize" or consider the information presented bythe salesperson, is referred to as a black box?A. for every action there is a reactionB. we cannot see into the buyer's mindC. it's like a black hole in space—things go in, and are never heard from againD. for every stimulus, there must be a responseE. there is a tendency on the part of prospects to not trust what they are told by salespeople 2.Customers make buying decisions based on both psychological and rational reasons. Which from thefollowing list is NOT a psychological factor that influences the buying behaviour? Get answer to your question and much more 3.Which of the following statements is correct? Get answer to your question and much more 4.Every morning, Jacquie needs her caffeine. She has learned to meet that need by seeking out a TimHortons coffee location that sells an extra-large double/double (an especially large cup of coffee). Whichterm best describes Jacquie's preferred method of obtaining caffeine? Get answer to your question and much more 5.Wants are defined as discretionary items on the "would like to have" level. Which situation below wouldbe considered a want (as opposed to a need)?A. Jake needs/wants food.B. Jake needs/wants water.C. Jake needs/wants transportation.D. Jake needs/wants a Dodge pickup truck.E. None of these answers would be considered a want. 6.Different individuals have different reasons for wanting to buy. Therefore, the salesperson must: Get answer to your question and much more At which stage the salesperson tries to determine whether the prospect likes the product's features?The trial close allows the salesperson to determine whether: the prospect likes the features, advantages, or benefits of the product.
Is when a person internalizes or considers this information and then makes a buying decision?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: uncovering a customer's important buying needs.
Which of the following sources of information would customers usually view to be less credible than the others quizlet?Customers usually view information from independent sources to be less credible than company advertising.
Are a buyer's need to purchase the most satisfying product for the money?Economic needs - the buyer's needs to purchase the most satisfying product for their money.
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What is the process by which prospective buyers internalize or consider the information presented by the salesperson it is often referred to as the black box?
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