In Response to His Request for the Order, Alan's Customer

question 45

Multiple Choice

In response to his request for the order, Alan's customer said, "Switching our buying to your company will make my job easier with less worrying about quality and delivery issues." Which type of buyer needs was the customer expressing?

• A) situational
• B) functional
• C) social
• D) psychological

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Definitions:

Human Behavior

The range of behaviors exhibited by humans and which are influenced by culture, attitudes, emotions, values, ethics, authority, rapport, hypnosis, persuasion, coercion, and/or genetics.

Actively Listening

The practice of fully concentrating, understanding, responding, and then remembering what is being said in a conversation.

Reflects Back

The act of thinking deeply or carefully about past actions, decisions, or events to glean insights or lessons.

Paraphrases

Expressions or renditions of text that aim to convey the same meaning as the original but through different words and structure.