Multiple Choice
Identify the
letter of the choice that best completes the statement or answers the question.
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1.
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Features and benefits of a product which are concerned with the practical or
functional aspects are called: a. | Hedonic | b. | Utilitarian | c. | Practitioner | | |
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2.
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Which
of the following is NOT a stage in the decision-making process? a. | Payment | b. | Evaluation of alternatives | c. | Need
recognition | | |
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3.
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Drive
comes about because of: a. | A motivation | b. | A gap between
desired and actual states | c. | Need recognition | | |
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4.
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Which
of the following is NOT one of McClelland’s categories of need? a. | Affiliation | b. | Power | c. | Essential | | |
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5.
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Contacting a salesperson for advice is an example of: a. | External
search | b. | Internal search | c. | Third-party
search | | |
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6.
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The
group of products which the customer believes will most closely fit the need is
called: a. | The
consideration set | b. | The evaluation set | c. | The products of
best fit | | |
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7.
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What
is a cut-off? a. | A product which
is being discontinued | b. | A point beyond which the customer will not
go | c. | A sales
presentation which is terminated early | | |
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8.
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A
situation where the buyer is making some changes to the usual order is called: a. | New-task
buying | b. | Straight re-buy | c. | Modified
re-buy | | |
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9.
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What
is the role of a gatekeeper? a. | To identify problems in the firm | b. | To control the
flow of information | c. | To influence the management in their
decision-making | | |
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10.
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Which
of the following is NOT a method of evaluating suppliers? a. | Categorical
plan | b. | Financial
stability | c. | Cost-ratio plan | | |
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