Question 1

Automatic replenishment (AR)and electronic data interchange (EDI)are elements of:

Accepted Answer

A)  just-in-time inventory control. 
B)  value analysis. 
C)  total quality management. 
D)  vendor analysis. 
E)  life-cycle costing. 
A)  just-in-time inventory control. 
B)  value analysis. 
C)  total quality management. 
D)  vendor analysis. 
E)  life-cycle costing. A

Question 2

In the context of purchasing components or materials,what is early procurement involvement?

Accepted Answer

In instances involving purchasing components or materials as part of new product development,buyers are more interested in early involvement by possible vendors than when buying other types of products.Called early procurement involvement or early supplier involvement,this strategy has potential suppliers participate in the actual design process for a new product.

Question 3

The business environment is changing dramatically,and organizational buying is also changing.As organizations are pressured to improve product quality,control costs,and minimize inventory,they are:

Accepted Answer

A)  elevating their purchasing directors to reflect the increasing importance of this function. 
B)  replacing just-in-time inventory control with a more practical technique. 
C)  using less global sourcing to reduce transportation costs. 
D)  using reduced value analysis. 
E)  all of these. 
A)  elevating their purchasing directors to reflect the increasing importance of this function. 
B)  replacing just-in-time inventory control with a more practical technique. 
C)  using less global sourcing to reduce transportation costs. 
D)  using reduced value analysis. 
E)  all of these. A

Question 4

A hospital is considering changing its supplier of replacement joints.While surgeons make the final decision,the hospital's purchasing department is promoting Kyocera because it manufactures one of the cheapest and most durable hip joints on the market.In terms of the buying center,the purchasing department is a(n):

Accepted Answer

A)  decider. 
B)  influencer. 
C)  judge. 
D)  user. 
E)  demand deriver. 
A)  decider. 
B)  influencer. 
C)  judge. 
D)  user. 
E)  demand deriver.

Question 5

The multiattribute model is usually not used in complex decisions involving several vendors.

Accepted Answer

A) True 
 B)False

Question 6

The chief executive of Norell,an agency that supplies businesses with temporary workers,realizes that the health care industry requires temporary workers as much,if not more,as goods-oriented businesses.Which of the following stages of the buying process does this illustrate?

Accepted Answer

A)  Preparation of a presentation 
B)  Evaluation of alternatives 
C)  Development of specifications 
D)  Recognition of a need 
E)  Evaluation of the result of sales calls 
A)  Preparation of a presentation 
B)  Evaluation of alternatives 
C)  Development of specifications 
D)  Recognition of a need 
E)  Evaluation of the result of sales calls

Question 7

The ultimate goal of just-in-time (JIT)inventory control is to eventually eliminate all inventory except products in production and transit.

Accepted Answer

A) True 
 B)False

Question 8

What is creeping commitment?

Accepted Answer

Creeping commitment means a customer bec

Question 9

Kenneth,the operations manager of a cosmetic firm,rejects a particular promotional strategy for use by the firm because he estimates that the financial costs of conducting such a campaign would be extremely high and the strategy would yield no return.According to Miller and Heiman,Kenneth is most likely a(n):

Accepted Answer

A)  economic influencer. 
B)  buyer. 
C)  user. 
D)  technical influencer. 
E)  gatekeeper. 
A)  economic influencer. 
B)  buyer. 
C)  user. 
D)  technical influencer. 
E)  gatekeeper.

Question 10

Customers usually view information from independent sources to be less credible than company advertising.

Accepted Answer

A) True 
 B)False

Question 11

One outcome of supplier relationship management (SRM)is the ability to consolidate purchases and negotiate better terms.

Accepted Answer

A) True 
 B)False

Question 12

To develop the close coordination needed for just-in-time (JIT)inventory control systems,manufacturers tend to rely on one supplier.Based on which criterion is the supplier selected?

Accepted Answer

A)  Lowest item-by-item cost 
B)  The ability to be flexible 
C)  Product quality 
D)  Size of operation 
E)  Lowest overall cost 
A)  Lowest item-by-item cost 
B)  The ability to be flexible 
C)  Product quality 
D)  Size of operation 
E)  Lowest overall cost

Question 13

Using the multiattribute model,salespeople decide how to alter the content of their presentation based on customer beliefs and needs.

Accepted Answer

A) True 
 B)False

Question 14

A manufacturer of aquariums for consumers' homes is most likely to go through all eight steps of the organizational buying process when it is:

Accepted Answer

A)  renewing subscriptions to trade journals. 
B)  purchasing a new computerized inventory system. 
C)  ordering glass sheets from its usual supplier. 
D)  restocking the glue needed to make tanks leak-proof. 
E)  buying cleaning supplies listed by the maintenance staff. 
A)  renewing subscriptions to trade journals. 
B)  purchasing a new computerized inventory system. 
C)  ordering glass sheets from its usual supplier. 
D)  restocking the glue needed to make tanks leak-proof. 
E)  buying cleaning supplies listed by the maintenance staff.

Question 15

Salespeople should not focus on the areas of superior product performance that are not important to their customer.

Accepted Answer

A) True 
 B)False

Question 16

TMV Auto uses a computer-to-computer linkage,called HarpLink,to manage its annual export of 65,000 vehicles.HarpLink provides worldwide control,invoicing,and information about ports,carriers,and custom documentation.HarpLink exemplifies _____.

Accepted Answer

A)  a local area network 
B)  material requirements planning 
C)  a spreadsheet program 
D)  electronic data interchange 
E)  database marketing 
A)  a local area network 
B)  material requirements planning 
C)  a spreadsheet program 
D)  electronic data interchange 
E)  database marketing

Question 17

Ryan wants a vendor who will provide ingredients for his restaurant each day according to the number of reservations he has for that evening.Ryan is looking for a vendor who will provide:

Accepted Answer

A)  collusion pricing. 
B)  just-in-time inventory control. 
C)  material requirements planning. 
D)  a tying agreement. 
E)  none of these. 
A)  collusion pricing. 
B)  just-in-time inventory control. 
C)  material requirements planning. 
D)  a tying agreement. 
E)  none of these.

Question 18

The primary objective of supplier relationship management (SRM)is to increase the profits.

Accepted Answer

A) True 
 B)False

Question 19

Salespeople need to understand that purchases made by their customers' customers are based on:

Accepted Answer

A)  derived demand. 
B)  the competitive advantage offered by other sellers. 
C)  economies of scale in production. 
D)  just-in-time (JIT)inventory control. 
E)  direct demand. 
A)  derived demand. 
B)  the competitive advantage offered by other sellers. 
C)  economies of scale in production. 
D)  just-in-time (JIT)inventory control. 
E)  direct demand.

Question 20

A person's overall evaluation of a product can be quantified by multiplying the sum of the performance ratings of the product by the importance weight of each characteristic.

Accepted Answer

A) True 
 B)False

Automatic replenishment (AR)and electronic data interchange (EDI)are elements of:

In the context of purchasing components or materials,what is early procurement involvement?

The business environment is changing dramatically,and organizational buying is also changing.As organizations are pressured to improve product quality,control costs,and minimize inventory,they are:

The multiattribute model is usually not used in complex decisions involving several vendors.

The chief executive of Norell,an agency that supplies businesses with temporary workers,realizes that the health care industry requires temporary workers as much,if not more,as goods-oriented businesses.Which of the following stages of the buying process does this illustrate?

The ultimate goal of just-in-time (JIT)inventory control is to eventually eliminate all inventory except products in production and transit.

What is creeping commitment?

Customers usually view information from independent sources to be less credible than company advertising.

One outcome of supplier relationship management (SRM)is the ability to consolidate purchases and negotiate better terms.

To develop the close coordination needed for just-in-time (JIT)inventory control systems,manufacturers tend to rely on one supplier.Based on which criterion is the supplier selected?

Using the multiattribute model,salespeople decide how to alter the content of their presentation based on customer beliefs and needs.

A manufacturer of aquariums for consumers' homes is most likely to go through all eight steps of the organizational buying process when it is:

Salespeople should not focus on the areas of superior product performance that are not important to their customer.

TMV Auto uses a computer-to-computer linkage,called HarpLink,to manage its annual export of 65,000 vehicles.HarpLink provides worldwide control,invoicing,and information about ports,carriers,and custom documentation.HarpLink exemplifies _____.

Ryan wants a vendor who will provide ingredients for his restaurant each day according to the number of reservations he has for that evening.Ryan is looking for a vendor who will provide:

The primary objective of supplier relationship management (SRM)is to increase the profits.

Salespeople need to understand that purchases made by their customers' customers are based on:

A person's overall evaluation of a product can be quantified by multiplying the sum of the performance ratings of the product by the importance weight of each characteristic.

Selling and Salespeople

Ethical and Legal Issues in Selling

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters

Exam 3: Buying Behavior and the Buying Process

Automatic replenishment (AR)and electronic data interchange (EDI)are elements of:

In the context of purchasing components or materials,what is early procurement involvement?

The business environment is changing dramatically,and organizational buying is also changing.As organizations are pressured to improve product quality,control costs,and minimize inventory,they are:

The multiattribute model is usually not used in complex decisions involving several vendors.

The chief executive of Norell,an agency that supplies businesses with temporary workers,realizes that the health care industry requires temporary workers as much,if not more,as goods-oriented businesses.Which of the following stages of the buying process does this illustrate?

The ultimate goal of just-in-time (JIT)inventory control is to eventually eliminate all inventory except products in production and transit.

What is creeping commitment?

Customers usually view information from independent sources to be less credible than company advertising.

One outcome of supplier relationship management (SRM)is the ability to consolidate purchases and negotiate better terms.

To develop the close coordination needed for just-in-time (JIT)inventory control systems,manufacturers tend to rely on one supplier.Based on which criterion is the supplier selected?

Using the multiattribute model,salespeople decide how to alter the content of their presentation based on customer beliefs and needs.

A manufacturer of aquariums for consumers' homes is most likely to go through all eight steps of the organizational buying process when it is:

Salespeople should not focus on the areas of superior product performance that are not important to their customer.

TMV Auto uses a computer-to-computer linkage,called HarpLink,to manage its annual export of 65,000 vehicles.HarpLink provides worldwide control,invoicing,and information about ports,carriers,and custom documentation.HarpLink exemplifies _____.

Ryan wants a vendor who will provide ingredients for his restaurant each day according to the number of reservations he has for that evening.Ryan is looking for a vendor who will provide:

The primary objective of supplier relationship management (SRM)is to increase the profits.

Salespeople need to understand that purchases made by their customers' customers are based on:

A person's overall evaluation of a product can be quantified by multiplying the sum of the performance ratings of the product by the importance weight of each characteristic.

Selling and Salespeople

Ethical and Legal Issues in Selling

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters