Question 1

Robinson and his associates have identified eight stages and called them buyphases.This model is called the ________ framework.

Accepted Answer

A) buygrid 
B) buying/selling 
C) seller-centered 
D) commercial 
E) buy-analysis 
A) buygrid 
B) buying/selling 
C) seller-centered 
D) commercial 
E) buy-analysis

Question 2

More dollars and items change hands in sales to business buyers than to consumers.

Accepted Answer

A) True 
 B)False

Question 3

In the "customer is king" category of buyer-seller relationship,the category is characterized as being one that it relatively simple where routine exchanges with moderately high levels of cooperation and information exchange occurs.

Accepted Answer

A) True 
 B)False

Question 4

In the business market,small sellers concentrate on reaching as many participants as possible because their chances of success are slim.

Accepted Answer

A) True 
 B)False

Question 5

The total demand for many business goods and services is inelastic-that is,not much affected by price changes.

Accepted Answer

A) True 
 B)False

Question 6

A new-task buyclass decision begins with which of the following buyphases?

Accepted Answer

A) Problem recognition 
B) General need description 
C) Product specification 
D) Supplier search 
E) Proposal solicitation 
A) Problem recognition 
B) General need description 
C) Product specification 
D) Supplier search 
E) Proposal solicitation

Question 7

The new,more strategically oriented purchasing departments have a mission to ________.

Accepted Answer

A) always make a profit 
B) always take the lowest bid 
C) seek the best value from fewer and better suppliers 
D) continue to seek outsourcing as their primary strategy 
E) use consultants whenever possible 
A) always make a profit 
B) always take the lowest bid 
C) seek the best value from fewer and better suppliers 
D) continue to seek outsourcing as their primary strategy 
E) use consultants whenever possible

Question 8

Minority suppliers are the fastest-growing segment of today's business landscape,reflecting the importance of supplier diversity to business buyers.

Accepted Answer

A) True 
 B)False

Question 9

Contracts are always sufficient to govern supplier transactions and prevent supplier opportunism.

Accepted Answer

A) True 
 B)False

Question 10

Systems selling is a key industrial marketing strategy in bidding to build large-scale industrial projects.Competition for these projects is fierce.What are the main areas of competition for these project engineering firms?

Accepted Answer

Primary competitive

Question 11

E-procurement Web sites are organized around two types of e-hubs.If you were in the advertising business and were seeking to take advantage of e-procurement,what type of e-hub should be constructed by your company?

Accepted Answer

The two types of hubs are vert

Question 12

In the ________ method for assessing customer value,customers are asked how costs of using a new product compared to those of using an incumbent.

Accepted Answer

A) direct survey 
B) importance ratings 
C) field value-in-use assessment 
D) benchmarking 
E) conjoint analysis 
A) direct survey 
B) importance ratings 
C) field value-in-use assessment 
D) benchmarking 
E) conjoint analysis

Question 13

Trained purchasing agents,who must follow their organization's ________,often purchase business goods.

Accepted Answer

A) culture 
B) past purchasing history 
C) purchasing policies,constraints,and requirements 
D) needs 
E) financial budgets 
A) culture 
B) past purchasing history 
C) purchasing policies,constraints,and requirements 
D) needs 
E) financial budgets

Question 14

When purchasing disposable surgical gowns,Mercy Hospital's vice president of purchasing analyzes whether the hospital should buy disposable gowns or reusable gowns.If the findings favor disposable gowns,then the operating-room administrator compares various competitors' products and prices and makes a choice.Surgeons influence the decision retroactively by reporting their satisfaction with the particular brand.In this situation,the surgeons perform the role of the ________.

Accepted Answer

A) decider 
B) initiator 
C) user 
D) gatekeeper 
E) buyer 
A) decider 
B) initiator 
C) user 
D) gatekeeper 
E) buyer

Question 15

Orica Ltd.competes in the market for commercial explosives and recently changed its business model to the management of an entire blast in a quarry,selling contracts for "broken rock," rather than just selling explosives.This customer-solution-based approach to the sale of explosives is an example of ________.

Accepted Answer

A) systems selling 
B) straight rebuying 
C) customer referencing 
D) derived demand 
E) channel consolidation 
A) systems selling 
B) straight rebuying 
C) customer referencing 
D) derived demand 
E) channel consolidation

Question 16

Personal needs motivate the behavior of individuals,but organizational needs legitimate the buying-decision process and its outcomes.

Accepted Answer

A) True 
 B)False

Question 17

Most purchasing professionals describe their jobs as more ________,technical,team oriented,and involving more responsibility than ever before.

Accepted Answer

A) risky 
B) strategic 
C) ethically difficult 
D) Web based 
E) human based 
A) risky 
B) strategic 
C) ethically difficult 
D) Web based 
E) human based

Question 18

Today,purchasing departments occupy a relatively low position in the management hierarchy and answer primarily to the vice-president of marketing.

Accepted Answer

A) True 
 B)False

Question 19

The business buyer faces many decisions in making a purchase.The number of decisions depends on the buying situation.All of the following contribute to the number of decisions required EXCEPT the ________.

Accepted Answer

A) complexity of the problem being solved 
B) newness of the buying requirement 
C) number of people involved 
D) applicability of situation to mission statement 
E) time required 
A) complexity of the problem being solved 
B) newness of the buying requirement 
C) number of people involved 
D) applicability of situation to mission statement 
E) time required

Question 20

There are a series of guidelines for selling to small businesses.Which of the following should NOT be among those guidelines?

Accepted Answer

A) Don't waste their time. 
B) Do keep it simple. 
C) Do use the Internet. 
D) Don't forget about direct contact. 
E) Do lump small and midsize businesses together for efficiency sake. 
A) Don't waste their time. 
B) Do keep it simple. 
C) Do use the Internet. 
D) Don't forget about direct contact. 
E) Do lump small and midsize businesses together for efficiency sake.

Robinson and his associates have identified eight stages and called them buyphases.This model is called the ________ framework.

More dollars and items change hands in sales to business buyers than to consumers.

In the "customer is king" category of buyer-seller relationship,the category is characterized as being one that it relatively simple where routine exchanges with moderately high levels of cooperation and information exchange occurs.

In the business market,small sellers concentrate on reaching as many participants as possible because their chances of success are slim.

The total demand for many business goods and services is inelastic-that is,not much affected by price changes.

A new-task buyclass decision begins with which of the following buyphases?

The new,more strategically oriented purchasing departments have a mission to ________.

Minority suppliers are the fastest-growing segment of today's business landscape,reflecting the importance of supplier diversity to business buyers.

Contracts are always sufficient to govern supplier transactions and prevent supplier opportunism.

Systems selling is a key industrial marketing strategy in bidding to build large-scale industrial projects.Competition for these projects is fierce.What are the main areas of competition for these project engineering firms?

E-procurement Web sites are organized around two types of e-hubs.If you were in the advertising business and were seeking to take advantage of e-procurement,what type of e-hub should be constructed by your company?

In the ________ method for assessing customer value,customers are asked how costs of using a new product compared to those of using an incumbent.

Trained purchasing agents,who must follow their organization's ________,often purchase business goods.

Personal needs motivate the behavior of individuals,but organizational needs legitimate the buying-decision process and its outcomes.

Most purchasing professionals describe their jobs as more ________,technical,team oriented,and involving more responsibility than ever before.

Today,purchasing departments occupy a relatively low position in the management hierarchy and answer primarily to the vice-president of marketing.

The business buyer faces many decisions in making a purchase.The number of decisions depends on the buying situation.All of the following contribute to the number of decisions required EXCEPT the ________.

There are a series of guidelines for selling to small businesses.Which of the following should NOT be among those guidelines?

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

Filters

Exam 7: Analyzing Business Markets

Robinson and his associates have identified eight stages and called them buyphases.This model is called the ________ framework.

More dollars and items change hands in sales to business buyers than to consumers.

In the "customer is king" category of buyer-seller relationship,the category is characterized as being one that it relatively simple where routine exchanges with moderately high levels of cooperation and information exchange occurs.

In the business market,small sellers concentrate on reaching as many participants as possible because their chances of success are slim.

The total demand for many business goods and services is inelastic-that is,not much affected by price changes.

A new-task buyclass decision begins with which of the following buyphases?

The new,more strategically oriented purchasing departments have a mission to ________.

Minority suppliers are the fastest-growing segment of today's business landscape,reflecting the importance of supplier diversity to business buyers.

Contracts are always sufficient to govern supplier transactions and prevent supplier opportunism.

Systems selling is a key industrial marketing strategy in bidding to build large-scale industrial projects.Competition for these projects is fierce.What are the main areas of competition for these project engineering firms?

E-procurement Web sites are organized around two types of e-hubs.If you were in the advertising business and were seeking to take advantage of e-procurement,what type of e-hub should be constructed by your company?

In the ________ method for assessing customer value,customers are asked how costs of using a new product compared to those of using an incumbent.

Trained purchasing agents,who must follow their organization's ________,often purchase business goods.

Personal needs motivate the behavior of individuals,but organizational needs legitimate the buying-decision process and its outcomes.

Most purchasing professionals describe their jobs as more ________,technical,team oriented,and involving more responsibility than ever before.

Today,purchasing departments occupy a relatively low position in the management hierarchy and answer primarily to the vice-president of marketing.

The business buyer faces many decisions in making a purchase.The number of decisions depends on the buying situation.All of the following contribute to the number of decisions required EXCEPT the ________.

There are a series of guidelines for selling to small businesses.Which of the following should NOT be among those guidelines?

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

Filters