2. Jeopardy Buyer BehaviorBuying MotivesProspect Base Prospect Base (con’t) Q$100 Q$200 Q$300 Q$400 Q$500 Q$100 Q$200 Q$300 Q$400 Q$500 FinalFinal Jeopardy Miscellaneous Q$100 Q$200 Q$300 Q$400 Q$500 Q$100 Q$200 Q$300 Q$400 Q$500 Q$100 Q$200 Q$300 Q$400 Q$500

3. $100 Question from Buyer Behavior When individuals and households buy goods and services for personal consumption.

4. $100 Answer from Buyer Behavior What is consumer buying behavior?

5. $200 Question from Buyer Behavior When organizations buy goods and services for use in the production of other products and services that are sold, rented, or supplied to others.

6. $200 Answer from Buyer Behavior What is business buyer behavior?

7. $300 Question from Buyer Behavior A set of characteristics and expected social behaviors based on the expectations of others.

8. $300 Answer from Buyer Behavior What is a role?

9. $400 Question from Buyer Behavior Consumers are buying more luxury goods, customer respect is central to success and more diverse customers.

10. $400 Answer to Buyer Behavior What are some current trends that influence buying decisions?

11. $500 Question from Buyer Behavior Understand buyer behavior, discover customer needs, and develop prospect base.

12. $500 Answer to Buyer Behavior What are the three prescriptions for the customer strategy?

13. $100 Question from Buying Motives An aroused need, drive or desire.

14. $100 Answer from Buying Motives What is a buying motive?

15. $200 Question from Buying Motives Prompts the prospect to buy from one particular business.

16. $200 Answer from Buying Motives What are patronage buying motives?

17. $300 Question from Buying Motives Prompts the prospect to act because of reason or judgment.

18. $300 Answer from Buying Motives What are rational buying motives?

19. $400 Question from Buying Motives Prompts the prospect to act because of an appeal to some sentiment or passion.

20. $400 Answer to Buying Motives What are emotional buying motives?

21. $500 Question from Buying Motives Brand preference, quality preference and price preference.

22. $500 Answer to Buying Motives What are product buying motives?

23. $100 Question from Prospect Base A potential customer.

24. $100 Answer from Prospect Base What is a prospect?

25. $200 Question from Prospect Base Business failure, customer moves, death of customer, etc.

26. $200 Answer from Prospect Base What are reasons for loss of customers (attrition)?

27. $300 Question from Prospect Base A prospect recommended by a current customer.

28. $300 Answer from Prospect Base What is a referral?

29. $400 Question from Prospect Base Establishing a relationship with a well- connected, influential person who is willing to provide prospecting information.

30. $400 Answer to Prospect Base What is center-of-influence?

31. $500 Question from Prospect Base Marketing goods and services through telephone contact.

32. $500 Answer to Prospect Base What is telemarketing?

33. $100 Question from Prospect Base (con’t) The use of friends and acquaintances is not an acceptable way to build a prospect base (true or false).

34. $100 Answer from Prospect Base (con’t) What is false?

35. $200 Question from Prospect Base (con’t) Selecting a group of people who may or may not be actual prospects and then calling or visiting each one.

36. $200 Answer from Prospect Base (con’t) What is cold calling?

37. $300 Question from Prospect Base (con’t) Qualifying is the process of identifying prospects who should be visited (true or false).

38. $300 Answer from Prospect Base (con’t) What is true?

39. $400 Question from Prospect Base (con’t) The art of making or using connections.

40. $400 Answer to Prospect Base (con’t) What is networking?

41. $500 Question from Prospect Base (con’t) In most cases, technicians, receptionists, bank tellers and other non-sales personnel can do little to help with prospecting (true or false).

42. $500 Answer to Prospect Base (con’t) What is false?

43. $100 Question from Miscellaneous Categories of people that you see yourself belonging to.

44. $100 Answer from Miscellaneous What is a reference group?

45. $200 Question from Miscellaneous Social class is determined by combinations of factors such as income, education, occupation and accumulated wealth (true or false).

46. $200 Answer from Miscellaneous What is true?

47. $300 Question from Miscellaneous Need, product, source or place, price and time.

48. $300 Answer from Miscellaneous What are the five buying decisions (buyer resolution theory)?

49. $400 Question from Miscellaneous The accumulation of values, rules of behavior, forms of expressions, beliefs, etc. for a group of people who share a common language and environment.

50. $400 Answer to Miscellaneous What is culture?

51. $500 Question from Miscellaneous The three things you need to do to learn more about your customers.

52. $500 Answer to Miscellaneous What is ask questions, listen and observe?

53. Final Jeopardy Question The pyramid that arranges basic human needs (physiological, security, social, esteem and self-actualization) according to their strength.

54. Final Jeopardy Answer What is Maslow’s Hierarchy of Needs?