Exam 6: Business-To-Business B2b Marketing

Which statement best describes the business market compared to the consumer market?

Abel Building Solutions, a steel manufacturing company that supplies steel to various construction companies, segments its customers based on the number of employees in the company and the sales revenue generated by it. This strategy is used by Abel to develop specific marketing plans for their customers. What type of segmentation is Abel using?

Geeta works in distribution management at a winery and has formal authority to select a bottle supplier, although many people have provided her with input regarding the decision. What role does Geeta play in the buying centre?

The participants in international buying centres are generally easier to identify than those in domestic buying centres.

Match each item to the statement or sentence listed below. a.merchandisers b.trade industries c.remanufacturing d.nearshoring e.end-use application segmentation f.global sourcing g.joint demand h.inelastic demand i.outsourcing j.value analysis k.gatekeeper l.commercial market m.reciprocity n.vendor analysis o.category advisor p.modified rebuy q.demographic characteristics-based segmentation r.influencers s.buyer t.customer-based segmentation -The term _____ refers to the use of outside vendors to produce goods and services that were formerly produced in-house.

Zardo Inc. divides its customers into the following categories: small business, large business, government, and not-for-profit institutions. Which type of segmentation is Zardo practising?

Lower-than-anticipated cost savings is one potential downside to offshoring.

Match each item to the statement or sentence listed below. a.merchandisers b.trade industries c.remanufacturing d.nearshoring e.end-use application segmentation f.global sourcing g.joint demand h.inelastic demand i.outsourcing j.value analysis k.gatekeeper l.commercial market m.reciprocity n.vendor analysis o.category advisor p.modified rebuy q.demographic characteristics-based segmentation r.influencers s.buyer t.customer-based segmentation -A(n) _____ occurs when a purchaser is willing to reevaluate available options for repurchasing a good or service.

B2B relationships tend to last longer than those in the consumer market.

Match each item to the statement or sentence listed below. a.merchandisers b.trade industries c.remanufacturing d.nearshoring e.end-use application segmentation f.global sourcing g.joint demand h.inelastic demand i.outsourcing j.value analysis k.gatekeeper l.commercial market m.reciprocity n.vendor analysis o.category advisor p.modified rebuy q.demographic characteristics-based segmentation r.influencers s.buyer t.customer-based segmentation -A(n) _____ is a trade industry vendor who develops a comprehensive procurement plan for a retail buyer.

If Product A is used primarily to manufacture Product B, then the demand for Product A is derived from the demand for Product B.

Identify and describe the four categories of business markets.

List the eight stages of the buying process for businesses.

Who controls the information that enters the company's buying centre?

India has become a major supplier of customer service labour, while China offers inexpensive manufacturing labour.

Match each item to the statement or sentence listed below. a.merchandisers b.trade industries c.remanufacturing d.nearshoring e.end-use application segmentation f.global sourcing g.joint demand h.inelastic demand i.outsourcing j.value analysis k.gatekeeper l.commercial market m.reciprocity n.vendor analysis o.category advisor p.modified rebuy q.demographic characteristics-based segmentation r.influencers s.buyer t.customer-based segmentation -The practice of moving jobs to vendors in countries close to the business's home country is referred to as _____.

Identify and describe the five roles that buying centre participants contribute to the organizational purchasing process.

Adam, a purchasing agent for the Canadian Heart Association, has made a list of suppliers that may be considered for payroll services. What step in the organizational buying process is Adam currently at?

The B2B marketplace is significantly larger in sales dollars and volume of transactions than the consumer marketplace.

Which of the following is NOT a drawback of outsourcing?