Marketing - Objective 5.01

Which situation MOST LIKELY uses a rational buying motive?
1. Calling a plumber to fix your leaky faucet.
2. Purchasing Panthers memorabilia from EBay.
3. Standing outside in the rain to purchase concert tickets.
4. Taking your little brother to see "Chicken Little".
Dennis purchases flowers every year for his wife's birthday. He does, however, need to make a decision about the type of floral arrangement to send. This is an example of which type of decision making?
1. Extensive
2. Limited
3. Rational
4. Special
Asha visits several colleges and universities before she decides which to attend. She is taking into consideration accreditation, cost, distance, and the social activities. Asha's decision is:
1. Difficult
2. Extensive
3. Limited
4. Primary
Tori calls her customers two-weeks after they have purchased a new car to ensure that they are still satisfied with the purchase. This is an example of which advantage of selling?
1. Flexibility
2. Follow-up
3. Format
4. Information
The sales staff at IBM is required to attend training sessions when new computer software products are introduced. This is an example of developing:
1. Communication Skills
2. Enthusiasm
3. Positive attitudes
4. Technical skills
Jason visits several jewelry stores to choose an engagement ring for his girlfriend. At the last store, he and the salesperson spend two hours deciding on the perfect ring. Jason's decision is:
1. Extensive
2. Limited
3. Routine
4. Secondary
Which buying motive causes people to buy based upon conscious, logical, and well-thought out reasons?
1. Emotional
2. Primary
3. Rational
4. Selective
Alicia chose her camera because of its low price and comprehensive warranty. Alicia's buying motives would be considered:
1. Emotional
2. Extensive
3. Rational
4. Routine
Which marketing activity involves personal communication between a salesperson and a prospective customer?
1. Advertising
2. Distribution
3. Product/service management
4. Selling
Which advantage of selling allows a salesperson to tailor his/her presentation based on cues from the customer?
1. Flexibility
2. Follow-up
3. Information
4. Persuasion
Using a customer's needs and wants to highlight the superiority of a product is which selling advantage?
1. Flexibility
2. Follow-up
3. Information
4. Persuasion
Which buying motive causes customers to buy based on conscious, logical, well thought out reasons?
1. Emotional
2. Patronage
3. Primary
4. Rational
Being enthusiastic, goal oriented, and having solid technical skills are characteristics of effective:
1. Custodians
2. Dry Cleaners
3. Salespeople
4. Teachers
Which type of customer decision making takes place when a customer has had no previous experience with the product?
1. Extensive
2. Limited
3. Rational
4. Routine
Which type of decision making occurs when a customer has purchased the product, but not on a regular basis?
1. Extensive
2. Limited
3. Rational
4. Routine
Brandon sends Stacey a dozen roses for her birthday. His buying motive was:
1. Emotional
2. Patronage
3. Product
4. Safety
Which involves establishing ongoing, profitable relationships with customers:
1. Advertising
2. Distribution
3. Management
4. Selling
Air pockets in the heel of an athletic shoe is a product:
1. Benefit
2. Color
3. Feature
4. Material
Which type of decision making takes place when a product is purchased on a regular basis?
1. Extensive
2. Limited
3. Rational
4. Routine
Xavier purchases a new CD every Tuesday. His purchase decision is:
1. Extensive
2. Limited
3. Necessary
4. Routine

Marketing - Objective 5.01

Quiz