Question 1

The key functions of global account managers revolve around the notions of intelligence gathering, coordination with the customer's staff, and

Accepted Answer

A)  managing the marketing mix. 
B)  adapting practices to the changing environment. 
C)  increasing post-purchase sales 
D)  attending trade shows. 
E)  gauging demand in various environments. 
A)  managing the marketing mix. 
B)  adapting practices to the changing environment. 
C)  increasing post-purchase sales 
D)  attending trade shows. 
E)  gauging demand in various environments.

Question 2

What is driving a strong level of interest in the ISO 9000 certification?

Accepted Answer

A)  government regulations 
B)  marketplace requirements 
C)  environmental regulations 
D)  trade tariff requirements 
E)  protectionism restrictions 
A)  government regulations 
B)  marketplace requirements 
C)  environmental regulations 
D)  trade tariff requirements 
E)  protectionism restrictions

Question 3

The sales of industrial goods are driven by the buyer's need to make profits.

Accepted Answer

A) True 
 B)False

Question 4

The ISO 9000 certification guarantees that each product or service produced by a company is of the highest quality.

Accepted Answer

A) True 
 B)False

Question 5

Which trend spurs demand for technologically advanced products in the world?

Accepted Answer

A)  an increase in the size of the global unskilled labor force 
B)  large fiscal deficits in developed nations 
C)  expanding economic and industrial growth in Asia 
D)  the increase in the average age in Europe 
E)  the opening of the Trans-Arctic route 
A)  an increase in the size of the global unskilled labor force 
B)  large fiscal deficits in developed nations 
C)  expanding economic and industrial growth in Asia 
D)  the increase in the average age in Europe 
E)  the opening of the Trans-Arctic route

Question 6

Companies today must be ready to provide after-sale services in the international marketplace if they are to dominate the global arena. Explain why this is true.

Accepted Answer

Effective competition abroad requires no

Question 7

To receive ISO 9000 certification, a company requests a certifying body to conduct a registration assessment.

Accepted Answer

A) True 
 B)False

Question 8

Country X is most likely to be in the age of mass consumption according to Rostow's five-stage model of economic development if

Accepted Answer

A)  its economy is primarily driven by natural resource extraction. 
B)  the economy is moving away from agriculture and toward manufacturing. 
C)  the economy is driven by low-cost manufacturing. 
D)  it is primarily a service economy. 
E)  its economy is primarily agrarian. 
A)  its economy is primarily driven by natural resource extraction. 
B)  the economy is moving away from agriculture and toward manufacturing. 
C)  the economy is driven by low-cost manufacturing. 
D)  it is primarily a service economy. 
E)  its economy is primarily agrarian.

Question 9

What is true of business services?

Accepted Answer

A)  Most business services companies enter international markets to service their local clients abroad. 
B)  Services are intangible and so cannot be produced in one country and exported to another. 
C)  The removal of trade barriers poses a serious threat to the continued expansion of international services trade. 
D)  Firms should avoid providing after-sales services as the costs do not justify the benefits. 
E)  The perception of quality of a business service depends solely on the average per capita income of the buyer's country. 
A)  Most business services companies enter international markets to service their local clients abroad. 
B)  Services are intangible and so cannot be produced in one country and exported to another. 
C)  The removal of trade barriers poses a serious threat to the continued expansion of international services trade. 
D)  Firms should avoid providing after-sales services as the costs do not justify the benefits. 
E)  The perception of quality of a business service depends solely on the average per capita income of the buyer's country.

Question 10

Discuss how a customer determines the quality of a product. Give a specific example to illustrate your answer.

Accepted Answer

One important dimension of quality is ho

Question 11

For firms producing products and services for industrial markets, the chief reason for venturing abroad is the prospect of high profits with no risk.

Accepted Answer

A) True 
 B)False

Question 12

Mai is a new international sales representative for an industrial supply company that is focusing heavily on technology as a selling feature. She will learn that this strategy

Accepted Answer

A)  will be a key selling feature in all markets. 
B)  will have the most impact in developing countries. 
C)  may not be appropriate for all countries. 
D)  will not make a big difference in the global market. 
E)  can be easily overcome by competitors. 
A)  will be a key selling feature in all markets. 
B)  will have the most impact in developing countries. 
C)  may not be appropriate for all countries. 
D)  will not make a big difference in the global market. 
E)  can be easily overcome by competitors.

Question 13

What is true of the ISO 9000 standards?

Accepted Answer

A)  The ISO 9000 standards apply to specific products. 
B)  The ISO 9000s guarantee that a manufacturer produces a "quality" product or service. 
C)  The ISO 9000 series describes eight quality system models. 
D)  The ISO 9000 standards are a certification of the quality control system that a company has in place. 
E)  The ISO 9000s were originally designed by the International Organization for Quality in the United States. 
A)  The ISO 9000 standards apply to specific products. 
B)  The ISO 9000s guarantee that a manufacturer produces a "quality" product or service. 
C)  The ISO 9000 series describes eight quality system models. 
D)  The ISO 9000 standards are a certification of the quality control system that a company has in place. 
E)  The ISO 9000s were originally designed by the International Organization for Quality in the United States.

Question 14

What is the ISO 9000 certification? Why would a company need this?

Accepted Answer

The ISO 9000s are a series of five inter

Question 15

Buyers in country X prefer to use the older, cheaper version of Firm A's product although it is bulkier and less user-friendly. Buyers in country Y, however, prefer to use the newer, lightweight version for its new user interface. Which statement is the most accurate conclusion from the given information?

Accepted Answer

A)  Firm A needs to revamp its after-sales services. 
B)  The sales of industrial goods are higher in country X than in country Y. 
C)  The perception of quality can differ across countries. 
D)  Country X is a highly industrialized nation. 
E)  Country Y has a lower average income level compared to country X. 
A)  Firm A needs to revamp its after-sales services. 
B)  The sales of industrial goods are higher in country X than in country Y. 
C)  The perception of quality can differ across countries. 
D)  Country X is a highly industrialized nation. 
E)  Country Y has a lower average income level compared to country X.

Question 16

For managers selling capital equipment and big-ticket industrial services, understanding the concept of ________ is absolutely fundamental to their success.

Accepted Answer

A)  availability heuristic 
B)  bank effect 
C)  Baskerville effect 
D)  derived demand 
E)  catapult demand 
A)  availability heuristic 
B)  bank effect 
C)  Baskerville effect 
D)  derived demand 
E)  catapult demand

Question 17

The single most important difference between consumer and industrial marketing is the cyclical swings in demand inherent in the latter.

Accepted Answer

A) True 
 B)False

Question 18

A product that exceeds performance expectations can also be considered to be of poor quality.

Accepted Answer

A) True 
 B)False

Question 19

_______ provide the facilities for a manufacturer to exhibit and demonstrate products to potential users and to view competitors' products.

Accepted Answer

A)  Catalogs 
B)  Direct mail campaigns 
C)  Banners 
D)  Trade shows 
E)  Specialty advertising blogs 
A)  Catalogs 
B)  Direct mail campaigns 
C)  Banners 
D)  Trade shows 
E)  Specialty advertising blogs

Question 20

What is a reason for marketing industrial goods abroad that does NOT necessarily apply to consumer goods?

Accepted Answer

A)  bypassing import tariffs 
B)  avoiding sales tax 
C)  reducing the volatility of demand 
D)  acquiring ISO certification 
E)  acquiring ACSI certification 
A)  bypassing import tariffs 
B)  avoiding sales tax 
C)  reducing the volatility of demand 
D)  acquiring ISO certification 
E)  acquiring ACSI certification

The key functions of global account managers revolve around the notions of intelligence gathering, coordination with the customer's staff, and

What is driving a strong level of interest in the ISO 9000 certification?

The sales of industrial goods are driven by the buyer's need to make profits.

The ISO 9000 certification guarantees that each product or service produced by a company is of the highest quality.

Which trend spurs demand for technologically advanced products in the world?

Companies today must be ready to provide after-sale services in the international marketplace if they are to dominate the global arena. Explain why this is true.

To receive ISO 9000 certification, a company requests a certifying body to conduct a registration assessment.

Country X is most likely to be in the age of mass consumption according to Rostow's five-stage model of economic development if

What is true of business services?

Discuss how a customer determines the quality of a product. Give a specific example to illustrate your answer.

For firms producing products and services for industrial markets, the chief reason for venturing abroad is the prospect of high profits with no risk.

Mai is a new international sales representative for an industrial supply company that is focusing heavily on technology as a selling feature. She will learn that this strategy

What is true of the ISO 9000 standards?

What is the ISO 9000 certification? Why would a company need this?

For managers selling capital equipment and big-ticket industrial services, understanding the concept of ________ is absolutely fundamental to their success.

The single most important difference between consumer and industrial marketing is the cyclical swings in demand inherent in the latter.

A product that exceeds performance expectations can also be considered to be of poor quality.

_______ provide the facilities for a manufacturer to exhibit and demonstrate products to potential users and to view competitors' products.

What is a reason for marketing industrial goods abroad that does NOT necessarily apply to consumer goods?

The Scope and Challenge of International Marketing

The Dynamic Environment of International Trade

History and Geography: the Foundations of Culture

Cultural Dynamics in Assessing Global Markets

Culture, Management Style, and Business Systems

The Political Environment: a Critical Concern

The International Legal Environment: Playing by the Rules

Developing a Global Vision Through Marketing Research

Economic Development and the Americas

Europe, Africa, and the Middle East

The Asia Pacific Region

Global Marketing Management: Planning and Organization

Products and Services for Consumers

International Marketing Channels

Integrated Marketing Communications and International Advertising

Personal Selling and Sales Management

Pricing for International Markets

Inventive Negotiations With International Customers, Partners, and Regulators

Filters

Exam 14: Products and Services for Businesses

The key functions of global account managers revolve around the notions of intelligence gathering, coordination with the customer's staff, and

What is driving a strong level of interest in the ISO 9000 certification?

The sales of industrial goods are driven by the buyer's need to make profits.

The ISO 9000 certification guarantees that each product or service produced by a company is of the highest quality.

Which trend spurs demand for technologically advanced products in the world?

Companies today must be ready to provide after-sale services in the international marketplace if they are to dominate the global arena. Explain why this is true.

To receive ISO 9000 certification, a company requests a certifying body to conduct a registration assessment.

Country X is most likely to be in the age of mass consumption according to Rostow's five-stage model of economic development if

What is true of business services?

Discuss how a customer determines the quality of a product. Give a specific example to illustrate your answer.

For firms producing products and services for industrial markets, the chief reason for venturing abroad is the prospect of high profits with no risk.

Mai is a new international sales representative for an industrial supply company that is focusing heavily on technology as a selling feature. She will learn that this strategy

What is true of the ISO 9000 standards?

What is the ISO 9000 certification? Why would a company need this?

For managers selling capital equipment and big-ticket industrial services, understanding the concept of ________ is absolutely fundamental to their success.

The single most important difference between consumer and industrial marketing is the cyclical swings in demand inherent in the latter.

A product that exceeds performance expectations can also be considered to be of poor quality.

_______ provide the facilities for a manufacturer to exhibit and demonstrate products to potential users and to view competitors' products.

What is a reason for marketing industrial goods abroad that does NOT necessarily apply to consumer goods?

The Scope and Challenge of International Marketing

The Dynamic Environment of International Trade

History and Geography: the Foundations of Culture

Cultural Dynamics in Assessing Global Markets

Culture, Management Style, and Business Systems

The Political Environment: a Critical Concern

The International Legal Environment: Playing by the Rules

Developing a Global Vision Through Marketing Research

Economic Development and the Americas

Europe, Africa, and the Middle East

The Asia Pacific Region

Global Marketing Management: Planning and Organization

Products and Services for Consumers

International Marketing Channels

Integrated Marketing Communications and International Advertising

Personal Selling and Sales Management

Pricing for International Markets

Inventive Negotiations With International Customers, Partners, and Regulators

Filters