Question 1

In the ________ category of buyer-supplier relationships,competition rather than cooperation is the dominant form of governance.

Accepted Answer

A) basic buying and selling 
B) bare bones 
C) contractual transaction 
D) customer supply 
E) collaborative 
A) basic buying and selling 
B) bare bones 
C) contractual transaction 
D) customer supply 
E) collaborative

Question 2

With respect to proposal solicitation in B2B,sellers begin the process by requesting permission to make a proposal rather than waiting for the buyer to request one.

Accepted Answer

A) True 
 B)False

Question 3

Describe the practices of systems buying and systems contracting.

Accepted Answer

Systems buying involves buying a total s

Question 4

Webster and Wind call the decision-making unit of a buying organization the buying center.What is the composition of the buying center?

Accepted Answer

It is composed of "all those individuals

Question 5

The best way to generate leads among small businesses is for business suppliers to cold call them.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following reflects high trust between business sellers and buyers?

Accepted Answer

A) Distorted and hidden information 
B) Incentive alignment for seller,not customer gains 
C) Limited or biased product comparisons and advice 
D) Minimal customer education and support 
E) Customers help design products individually and through committees 
A) Distorted and hidden information 
B) Incentive alignment for seller,not customer gains 
C) Limited or biased product comparisons and advice 
D) Minimal customer education and support 
E) Customers help design products individually and through committees

Question 7

Initiators are those who authorize the proposed action of deciders or buyers.

Accepted Answer

A) True 
 B)False

Question 8

Small business owners typically engage in long-range planning in order to effectively budget for purchases over the upcoming three to five years.

Accepted Answer

A) True 
 B)False

Question 9

Identify four types of contract restrictions that business suppliers can use to protect their margins when dealing with price-oriented buyers.

Accepted Answer

Some companies handle price-or

Question 10

Explain how fluctuating demand impacts business markets differently than consumer markets.

Accepted Answer

The demand for business goods and servic

Question 11

Which of the following methods may be used by buyers to review the performance of chosen suppliers?

Accepted Answer

A) The buyer may contact the end users and ask for their evaluations. 
B) The buyer may rate the supplier on several criteria using a weighted-score method. 
C) The buyer might aggregate the cost of poor performance to come up with adjusted costs of purchase,including price. 
D) All of the above 
E) None of the above 
A) The buyer may contact the end users and ask for their evaluations. 
B) The buyer may rate the supplier on several criteria using a weighted-score method. 
C) The buyer might aggregate the cost of poor performance to come up with adjusted costs of purchase,including price. 
D) All of the above 
E) None of the above

Question 12

The buying center is where consumers go to purchase their goods and services.

Accepted Answer

A) True 
 B)False

Question 13

Today,all companies that sell to the U.S.government use a marketing orientation because of the special relationship required.

Accepted Answer

A) True 
 B)False

Question 14

Systems selling is a key industrial marketing strategy in bidding to build large-scale industrial projects such as dams or pipelines.

Accepted Answer

A) True 
 B)False

Question 15

Consider yourself as an upper-level marketing executive of a large seller of fleet trucks.Which of the following strategies would be most appropriate in reaching buying center targets?

Accepted Answer

A) Concentrate on key buying influencers. 
B) Use multilevel in-depth selling. 
C) Use trade-based promotions. 
D) Begin all sales efforts with the secretarial support staff. 
E) Move all operations to the Net. 
A) Concentrate on key buying influencers. 
B) Use multilevel in-depth selling. 
C) Use trade-based promotions. 
D) Begin all sales efforts with the secretarial support staff. 
E) Move all operations to the Net.

Question 16

Value Central gives certain suppliers access to its sophisticated and detailed daily,individual store-based sales data.In exchange,those suppliers are responsible for managing Value Central's inventory of their products.This relationship is best described as ________.

Accepted Answer

A) basic buying and selling 
B) contractual transaction 
C) collaborative 
D) customer supply 
E) customer is king 
A) basic buying and selling 
B) contractual transaction 
C) collaborative 
D) customer supply 
E) customer is king

Question 17

The business market is essentially the same thing as the consumer market.

Accepted Answer

A) True 
 B)False

Question 18

Selling to small businesses presents a huge opportunity and huge challenges.What are some of the challenges of selling to small businesses?

Accepted Answer

The small business market is large and f

Question 19

Most business buyers,preferring to spread their risk,reject what is called systems buying from one seller.

Accepted Answer

A) True 
 B)False

Question 20

Many business buyers prefer to buy a total solution to a problem from one seller.________ is the correct term for this process.

Accepted Answer

A) Channel consolidation 
B) Systems buying 
C) Vertical buying 
D) Horizontal buying 
E) Supply buying 
A) Channel consolidation 
B) Systems buying 
C) Vertical buying 
D) Horizontal buying 
E) Supply buying

Exam 7: Analyzing Business Markets

In the ________ category of buyer-supplier relationships,competition rather than cooperation is the dominant form of governance.

With respect to proposal solicitation in B2B,sellers begin the process by requesting permission to make a proposal rather than waiting for the buyer to request one.

Describe the practices of systems buying and systems contracting.

Webster and Wind call the decision-making unit of a buying organization the buying center.What is the composition of the buying center?

The best way to generate leads among small businesses is for business suppliers to cold call them.

Which of the following reflects high trust between business sellers and buyers?

Initiators are those who authorize the proposed action of deciders or buyers.

Small business owners typically engage in long-range planning in order to effectively budget for purchases over the upcoming three to five years.

Identify four types of contract restrictions that business suppliers can use to protect their margins when dealing with price-oriented buyers.

Explain how fluctuating demand impacts business markets differently than consumer markets.

Which of the following methods may be used by buyers to review the performance of chosen suppliers?

The buying center is where consumers go to purchase their goods and services.

Today,all companies that sell to the U.S.government use a marketing orientation because of the special relationship required.

Systems selling is a key industrial marketing strategy in bidding to build large-scale industrial projects such as dams or pipelines.

Consider yourself as an upper-level marketing executive of a large seller of fleet trucks.Which of the following strategies would be most appropriate in reaching buying center targets?

Value Central gives certain suppliers access to its sophisticated and detailed daily,individual store-based sales data.In exchange,those suppliers are responsible for managing Value Central's inventory of their products.This relationship is best described as ________.

The business market is essentially the same thing as the consumer market.

Selling to small businesses presents a huge opportunity and huge challenges.What are some of the challenges of selling to small businesses?

Most business buyers,preferring to spread their risk,reject what is called systems buying from one seller.

Many business buyers prefer to buy a total solution to a problem from one seller.________ is the correct term for this process.

Defining Marketing for the 21st Century

Developing Marketing Strategies and Plans

Gathering Information and Scanning the Environment

Conducting Marketing Research and Forecasting Demand

Creating Customer Value, satisfaction, and Loyalty

Analyzing Consumer Markets

Identifying Market Segments and Targets

Creating Brand Equity

Crafting the Brand Positioning

Dealing With Competition

Setting Product Strategy

Designing and Managing Services

Developing Pricing Strategies and Programs

Designing and Managing Integrated Marketing

Managing Retailing, wholesaling, and Logistics

Designing and Managing Integrated Marketing Communications

Managing Mass Communications:

Managing Personal Communications:

Introducing New Market Offerings

Tapping Into Global Markets

Managing a Holistic Marketing Organization

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