Exam 7: Business Markets and Buying Behavior

The identity of the _____ is the most difficult role for salespeople to pinpoint.

Competitive bidding is common when the product is nonstandard, complex, or custom-made.

Janelle works in the purchasing department of an apparel manufacturing company and has the formal authority to select a supplier. Janelle is a(n):

In the IT department of a large corporation, Gary is responsible for purchasing software for all of the departments within the company. Which organizational factor has the biggest impact on his buying decisions?

Institutions constitute another important market. Institutional buyers include a wide variety of organizations, such as schools, hospitals, libraries, foundations, clinics, churches, and not-for-profit agencies. A small software company develops computer programs for different business institutions. Which of the following challenges can this company anticipate?​

Kendra is the office manager for a large legal firm and performs a variety of functions for the office. She manages purchases of copying machines and printers and is responsible for placing orders for supplies such as toner cartridges and paper. In general, Kendra is solely responsible for making decisions about the brand of paper and toner used in printers and copying machines. What is her role as part of the buying center? ​

At Premium Screens, you manufacture screens for use in cell phones, tablets, laptops, monitors, and other similar products. The company's researchers have just invented a way to make your screens even more heat-, water-, and pressure-resistant. Which factor will play the biggest role in influencing your customers to purchase your latest products?

You are the marketing director of a company that imports toys from Europe. You've been very successful in marketing products for children aged 6 to 12, but now you'd like to expand your business by selling into another market category. What is your best option?

You thought winning the contract to supply floral arrangements for the exclusive, high-end Regal Hotel was going to be great for your business, but now it seems like it's more trouble than it's worth. You've been inundated with random phone calls, texts, and emails from the hotel manager, the maintenance manager, and seemingly every other employee containing all kinds of comments and complaints. What is the problem, and what is the best way to solve it?

You're the marketing director for a company that imports fruit from South America into the United States. This past year, bad weather ruined most of the domestic crops, which creates an opportunity for you to sell more of your imported fruit. In this context, when marketing to grocery stores and food product manufacturers, which environmental factor should you emphasize?

Valery has just started a new job as a purchasing agent for a pharmaceutical research lab, and one of his first tasks is to order some new microscopes. Which of the following is NOT a form of interpersonal influence likely to impact Valery's decision?

The role of an influencer in a buying center is to:

Damon is a produce buyer for Whole Foods Markets. Which of the following is NOT an environmental factor that will influence Damon's purchasing decisions?

Which of the following is one of the four major categories that define the business market?

Not-for-profit organizations are considered to be a part of the business market.

You are a flower wholesaler, and you've become good friends with one of your customers, a florist. She is submitting a proposal to become the floral arrangement provider for a huge hotel in New York City. If she gets the contract, it will be great for your business as well, so you want to help her write an excellent proposal that will impress the decision makers when they evaluate all of the proposals. Which of the following do you NOT recommend?

Which of the following is a distinction between business (B2B) and consumer (B2C) markets? ​

You play an essential role in the purchasing process at AutoZone Auto Parts. Which of the following activities indicates that you are a decider?

You feel terrible! You sell laptops and desktop computers to various corporations, and you recently lost one of your biggest accounts. Which of the following factors would you have the best chance of changing so you could win back your account?

The primary motivation of government purchasing is to provide some form of public benefit such as national defense or pollution control.