Question 1

In addition to price, what other factors are important in the final purchasing decision?

Accepted Answer

Pricing, although important, is not the

Question 2

Outsourcing and offshoring can reduce a company's ability to respond quickly to the marketplace.

Accepted Answer

A) True 
 B)False

Question 3

TecMag is a technology firm that builds computer systems and other related components. TecMag sources its raw materials from various manufacturing firms and is looking for a website that can help in effectively placing orders with the manufacturers online, and also in tracking the order. Which type of website can help TecMag accomplish this task efficiently?

Accepted Answer

A)  social 
B)  intranet 
C)  private exchange 
D)  corporate 
A)  social 
B)  intranet 
C)  private exchange 
D)  corporate

Question 4

To sell successfully in international markets, business marketers must consider buyers' attitudes and cultural patterns within areas where they operate.

Accepted Answer

A) True 
 B)False

Question 5

A car tire supplier is noticing a five percent increase in sales in tires it sells to car manufacturers. What is this an example of?

Accepted Answer

A)  joint demand 
B)  derived demand 
C)  volatile demand 
D)  demand variability 
A)  joint demand 
B)  derived demand 
C)  volatile demand 
D)  demand variability

Question 6

Due to the complexity of the buying process and potential need for technical assistance, the distribution channels in the B2B marketplace tend to be longer than those in the consumer market.

Accepted Answer

A) True 
 B)False

Question 7

Assume a firm sells similar products to different types of organizational customers. Which type of segmentation would be MOST suitable?

Accepted Answer

Customer segmentation divides a B2B mark

Question 8

Adecco systems has a website service that allows the company to interact with its suppliers and share all types of data related to e-marketing. What can this innovative website can considered?

Accepted Answer

A)  marketing website 
B)  private exchange 
C)  corporate website 
D)  electronic storefront 
A)  marketing website 
B)  private exchange 
C)  corporate website 
D)  electronic storefront

Question 9

The biggest distinction between B2B marketing and consumer marketing is the lack of advertising and visibility in the marketplace the business company services.

Accepted Answer

A) True 
 B)False

Question 10

Organizational purchasing decisions tend to be standardized, resulting in the same procedures being used for both capital and expense items.

Accepted Answer

A) True 
 B)False

Question 11

International vendors must consider local economic conditions, geographic characteristics, and legal restrictions in their assessment of marketing opportunities.

Accepted Answer

A) True 
 B)False

Question 12

What is the role of a professional buyer?

Accepted Answer

Many large organizations attempt to make

Question 13

How are institutional markets characterized?

Accepted Answer

A)  by similar buying practices 
B)  by widely diverse buying practices 
C)  by few group purchasing arrangements 
D)  by little negotiation to secure volume discounts 
A)  by similar buying practices 
B)  by widely diverse buying practices 
C)  by few group purchasing arrangements 
D)  by little negotiation to secure volume discounts

Question 14

How does the purchasing process for business products differ from the purchasing process for consumer products?

Accepted Answer

A)  distribution channels for business products are significantly longer 
B)  customer relationships for business products tend to be short term and transaction based 
C)  personal selling plays a much larger role in business product markets 
D)  customer service plays a smaller role in the distribution of business products 
A)  distribution channels for business products are significantly longer 
B)  customer relationships for business products tend to be short term and transaction based 
C)  personal selling plays a much larger role in business product markets 
D)  customer service plays a smaller role in the distribution of business products

Question 15

What is the final step in the business buying process?

Accepted Answer

A)  selecting an order routine 
B)  obtaining feedback and evaluating performance 
C)  evaluating proposals and selecting suppliers 
D)  acquiring and analyzing proposals 
A)  selecting an order routine 
B)  obtaining feedback and evaluating performance 
C)  evaluating proposals and selecting suppliers 
D)  acquiring and analyzing proposals

Question 16

A private exchange is a secure website at which a company and its suppliers share all types of data related to e-marketing, from product design through order delivery.

Accepted Answer

A) True 
 B)False

Question 17

What type of segmentation are customer relationship management systems most useful in?

Accepted Answer

A)  end use 
B)  demographic 
C)  customer type 
D)  purchase category 
A)  end use 
B)  demographic 
C)  customer type 
D)  purchase category

Question 18

Personal selling and customer service are more important in business markets than in consumer markets.

Accepted Answer

A) True 
 B)False

Question 19

The NAICS classification system provides a useful tool for segmenting B2B markets by customer type.

Accepted Answer

A) True 
 B)False

Question 20

Just-in-time (JIT) inventory practices are effective in boosting efficiency and cutting the cost of holding large inventories. As a result of the widespread use of this process, what changes has the B2B marketplace experienced?

Accepted Answer

a. Reduction in the number of suppliers

In addition to price, what other factors are important in the final purchasing decision?

Outsourcing and offshoring can reduce a company's ability to respond quickly to the marketplace.

To sell successfully in international markets, business marketers must consider buyers' attitudes and cultural patterns within areas where they operate.

A car tire supplier is noticing a five percent increase in sales in tires it sells to car manufacturers. What is this an example of?

Due to the complexity of the buying process and potential need for technical assistance, the distribution channels in the B2B marketplace tend to be longer than those in the consumer market.

Assume a firm sells similar products to different types of organizational customers. Which type of segmentation would be MOST suitable?

Adecco systems has a website service that allows the company to interact with its suppliers and share all types of data related to e-marketing. What can this innovative website can considered?

The biggest distinction between B2B marketing and consumer marketing is the lack of advertising and visibility in the marketplace the business company services.

Organizational purchasing decisions tend to be standardized, resulting in the same procedures being used for both capital and expense items.

International vendors must consider local economic conditions, geographic characteristics, and legal restrictions in their assessment of marketing opportunities.

What is the role of a professional buyer?

How are institutional markets characterized?

How does the purchasing process for business products differ from the purchasing process for consumer products?

What is the final step in the business buying process?

A private exchange is a secure website at which a company and its suppliers share all types of data related to e-marketing, from product design through order delivery.

What type of segmentation are customer relationship management systems most useful in?

Personal selling and customer service are more important in business markets than in consumer markets.

The NAICS classification system provides a useful tool for segmenting B2B markets by customer type.

Just-in-time (JIT) inventory practices are effective in boosting efficiency and cutting the cost of holding large inventories. As a result of the widespread use of this process, what changes has the B2B marketplace experienced?

Marketing: the Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Digital Marketing and Social Media: Living in the Connected World

Consumer Behaviour

Serving Global Markets

Marketing Research, Decision Support Systems, and Sales Forecasting

Marketing Segmentation, Targeting, and Positioning

Product and Service Strategies

Developing and Managing Brand and Product Strategies

Marketing Channels and Supply Chain Management

Retailers, Wholesalers, and Direct Marketers

Integrated Marketing Communications, Advertising, and Digital Communications

Personal Selling and Sales Promotion

Pricing Concepts and Strategies

Relationship Marketing and Customer Relationship Management CRM

Filters

Exam 6: Business-To-Business B2b Marketing

In addition to price, what other factors are important in the final purchasing decision?

Outsourcing and offshoring can reduce a company's ability to respond quickly to the marketplace.

To sell successfully in international markets, business marketers must consider buyers' attitudes and cultural patterns within areas where they operate.

A car tire supplier is noticing a five percent increase in sales in tires it sells to car manufacturers. What is this an example of?

Due to the complexity of the buying process and potential need for technical assistance, the distribution channels in the B2B marketplace tend to be longer than those in the consumer market.

Assume a firm sells similar products to different types of organizational customers. Which type of segmentation would be MOST suitable?

Adecco systems has a website service that allows the company to interact with its suppliers and share all types of data related to e-marketing. What can this innovative website can considered?

The biggest distinction between B2B marketing and consumer marketing is the lack of advertising and visibility in the marketplace the business company services.

Organizational purchasing decisions tend to be standardized, resulting in the same procedures being used for both capital and expense items.

International vendors must consider local economic conditions, geographic characteristics, and legal restrictions in their assessment of marketing opportunities.

What is the role of a professional buyer?

How are institutional markets characterized?

How does the purchasing process for business products differ from the purchasing process for consumer products?

What is the final step in the business buying process?

A private exchange is a secure website at which a company and its suppliers share all types of data related to e-marketing, from product design through order delivery.

What type of segmentation are customer relationship management systems most useful in?

Personal selling and customer service are more important in business markets than in consumer markets.

The NAICS classification system provides a useful tool for segmenting B2B markets by customer type.

Just-in-time (JIT) inventory practices are effective in boosting efficiency and cutting the cost of holding large inventories. As a result of the widespread use of this process, what changes has the B2B marketplace experienced?

Marketing: the Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Digital Marketing and Social Media: Living in the Connected World

Consumer Behaviour

Serving Global Markets

Marketing Research, Decision Support Systems, and Sales Forecasting

Marketing Segmentation, Targeting, and Positioning

Product and Service Strategies

Developing and Managing Brand and Product Strategies

Marketing Channels and Supply Chain Management

Retailers, Wholesalers, and Direct Marketers

Integrated Marketing Communications, Advertising, and Digital Communications

Personal Selling and Sales Promotion

Pricing Concepts and Strategies

Relationship Marketing and Customer Relationship Management CRM

Filters