Exam 7: Business Markets and Buying Behavior

Delhaise, a leading service provider in the hospitality industry, segments its business clients based on the services required by them, in order to meet their specific requirements. They modify their services based on the needs of the clients. Which of the following segmentation approach is being employed by Delhaise?

Sherry markets paper cups, lids, sleeves, and other paper goods to coffee stores. She obviously sells far more products to large operations with multiple locations than she does to independent owners of individual stores. Based on this knowledge, how will she probably categorize potential customers as she becomes aware of them?

Which of the following is an example of B2B selling?

This could make your career! You're a sales rep for a packaging supplier that produces bags, boxes, and other packaging for retailers, and you've got a meeting with the packaging buyer for Target. Which organizational factor do you most need to learn about in your meeting with this buyer so you can win this account?

Praga is an automobile manufacturing company that makes cars. Praga buys steel, aluminum, paints, car engines, and other necessary components from various suppliers around the world and assembles them together to make a final product. Praga belongs to the _____ component of the business-to-business market.

Which of the following scenarios describes a typical B2B purchase decision?

Tiffany is the purchasing manager for electronic components that are kept in inventory for a large electrical contracting company. Tiffany sources most of these items from Fastenal and is thrilled with their ability to help her maintain the appropriate level of inventory for the various items. Fastenal has a computer system to assist Tiffany with her forecasting and can identify items that are "slow moving" or "fast moving" meaning that there are some items that are used more frequently than others. Fastenal has also helped Tiffany to identify the inventory levels when reorders should be placed so that she's never out-of-stock in any items. Which stage of the purchasing process is Fastenal providing assistance?

Brooke is a pastry chef in a fine dining restaurant and enjoys creating one-of-a-kind desserts for the customers. She recently graduated from pastry school, and this is her first full-time job in a restaurant. Brooke reports to the head chef, Brandon who oversees the kitchen and is responsible for creating the menu, managing and hiring staff, and placing orders for supplies. Brooke mentioned to Brandon that she would like to have gluten-free flour on stock so she can create desserts that would meet the dietary needs of customers who have gluten allergies. Brandon thought that was a great idea and appreciated Brooke's recommendation. What role in the buying center did Brooke play regarding her discussion with Brandon about flour?

Technological change is an environmental factor influencing business buying decisions.

Bradan is originally from Ireland, and occasionally he imports wool clothing from Ireland for sale in clothing stores throughout the mid-Atlantic region of the United States. Which of the following environmental factors would signal that it's time for Bradan to import another shipment from Ireland?

You're the owner of Jackson Electricians, and you often write proposals to sell your services to construction companies and contractors. You've heard that Wyoming Commercial Builders fired the electrician firm it worked with on its last big project because the electricians made countless mistakes, resulting in numerous code violations and huge fines. You'd like to win the contract for all of the electrical work on Wyoming's next big project, so in this context, which factor should you emphasize in your proposal?

Based on your extensive knowledge of electronics, you're thinking of starting a business that manufactures automotive sound systems. You envision your company becoming a preferred vendor for one of the major automobile manufacturers. When it comes to promoting your new business, your first priority will be:

What are the different criteria involved in the selection of a vendor in a business buying process?

The commercial market consists of wholesalers and retailers who purchase goods primarily to sell it to the final consumers.

Which of the following is true of a buying center in an organization?

You spend a lot of time with the police, but not for bad behavior. Instead, you're a sales rep for a company that produces scanners, radios, and other equipment for use in law enforcement. Which of these is NOT an organizational factor affecting the purchase process in the organizations you work with?

When firms in business markets are grouped based on their sales revenues, they are said to be segmented by:

What is the purpose of B2B market segmentation?

As a sales representative for Plumber's Best Fixtures Co., Carolyn has been asked to write up a proposal for plumbing fixtures for Logan Home Builder's next big housing development. In her proposal, Carolyn should address all of the following environmental factors EXCEPT:

The business market features a limited number of buyers compared to consumer markets.