Exam 7: Business Marketing

Copying machines,personal computers,and fax machines are typically classified as _____ because they are not expensive,have short useful lives,and are frequently purchased from local distributors.

Which of the following is the BEST example of an installation?

Rock-Tenn Rock-Tenn produces packaging products.They make cartons that will hold a dozen Dunkin' Donuts,waffle fries for Chik-fil-A,Gillette razors,Haagen -Daz ice cream,express mail envelopes for FedEx and much more.Rock-Tenn business fluctuates depending on consumer demand.As plastic products become more expensive companies turn to cardboard and paper to package their products. -Refer to Rock-Tenn.Rock-Tenn makes paper products for companies to use in their product and service offerings.As long as there is a demand for Dunkin' Donuts,there will be demand for their dozen-donut cartons,which will ensure demand for paper to manufacture into cartons.This is an example of _____ demand.

Describe the reseller market.Why do businesses use the services of business product distributors?

Although customer service has in the past been an important factor in business buyer-seller relationships,its importance has been waning in the last decade.

The Solar Group,a Mississippi-based mailbox manufacturer,sells mailboxes to contractors who are building mega-subdivisions,to hardware stores,and directly to new homeowners.What kind of products is the Solar Group selling?

Due to rapidly rising overhead costs and increases in raw material prices,Framarx Corporation was forced to raise the price of its waxed and coated paper by 35 percent.(The paper is used between frozen hamburger patties to keep the patties from freezing together. )Framarx is the leading manufacturer in this industry,and its competitors will follow suit.While the sales force for Framarx believes the price increase will result in a drop in sales,its marketing manager disagrees because the demand for the waxed and coated paper is more than likely:

PAS Systems has developed an unobtrusive flashlight-alcohol detector.The flashlight readings are inadmissible in court but are used by police officers to decide whether to hold someone for a sobriety test.Each one costs $600.The manufacturer assembles a breathalyzer from one supplier with a slightly modified flashlight case from another supplier to make the new product.The breathalyzer and the flashlight case are examples of:

Bàbolina Tetra is a Hungarian company that has genetically created a chicken that is guaranteed to produce uniform brown eggs with strong shells.It breeds and sells young chicks to farmers all over Europe who want to sell eggs in local markets.When consumers began to worry about cholesterol content and stopped eating as many eggs,the demand for the Tetra hen also declined.This would be an example of _____ demand.

_____ relates to the fact that customers who have made a purchase lately are more likely to purchase again in the near future than customers who haven't purchased for a while.

_____ is a measure of a Web site's effectiveness and is calculated by multiplying the frequency of visits times the duration of a visit times the number of pages viewed during each visit.

Items that are ready for assembly and retain their identities when incorporated into another product are called component parts.

Bob works for the Zinn Plumbing Company.After struggling with a particularly difficult job one day,he tells his supervisor,Miguel,that if he'd had a special type of wrench he could have finished the job much more quickly.Bob asks Miguel if the company would be willing to purchase the wrench.Miguel agrees that the wrench would be a good purchase,so the next day he approaches the company owner,Phyllis Zinn,and lays out for her all the reasons why the new wrench should be purchased.After listening to Miguel's presentation,Phyllis agrees that the wrench should be purchased and authorizes Miguel to pick one up from the plumbing parts distributor that afternoon.In this scenario:

Etruscan Railing Company makes railing that is used in sports arenas,nursing home corridors, queue houses at amusement parks,and many other places that are not as obvious.Its railing is molded into bicycle racks.You may also see city governments using the railing to make walkways over ravines and creek banks safer for pedestrian traffic.Hospitals also use the railing in their physical therapy departments,to keep the lines straight in the hospital cafeteria,and to prevent patients from falling out of hospital beds. -Refer to Etruscan Railing Company.When Etruscan sells railing to contractors to use in building loading docks in accordance with federal government regulations,it is selling to:

There are two important markets for many component parts: the original equipment market and the _____ market.

Inland Eastex manufactures a heavy paper stock that is used for printing covers for many different types and sizes of consumer magazines.Consumer magazine sales determine how much paper Inland Eastex sells.This is an example of ________ demand.

IBM and Cisco work together to provide banks with the products and services they need to manage their multiple locations.In other words,the two companies have joined in a:

The Federal Aviation Administration has been struggling for several years with antiquated systems,and all it takes is a single failure on one piece of the system to shut down the entire air-traffic control system for several hours,resulting in significant snarls at major airports.The most recent failure occurred in the FAA's core telecommunications network,called the Federal Telecommunications Infrastructure (FTI),which is managed by Harris Corporation.Marc Raimondi,a spokesperson for Harris Corporation,said,"The FTI system has proven to be one of the most reliable and secure communications networks operating within the civilian government." Snafus like this have been happening with alarming frequency,prompting Congress to demand the FAA and its contractors to do more to prevent these malfunctions.The problem is that the FAA has been using a patchwork approach by updating with modern hardware and software on old systems instead of a complete overhaul of the system.The FAA's next generation of modernization will rely on satellite-based networks instead of phone lines and data cables.The FAA is waiting for White House approval on whether it will have the funds to take this next step. -Refer to Federal Aviation Administration.The FAA is what type of business buyer?

Etruscan Railing Company makes railing that is used in sports arenas,nursing home corridors, queue houses at amusement parks,and many other places that are not as obvious.Its railing is molded into bicycle racks.You may also see city governments using the railing to make walkways over ravines and creek banks safer for pedestrian traffic.Hospitals also use the railing in their physical therapy departments,to keep the lines straight in the hospital cafeteria,and to prevent patients from falling out of hospital beds. -Refer to Etruscan Railing Company.Etruscan has experienced a strong increase in railing sales as a result of the growth of college football.This increase in the demand for railings as a result of the demand for new football stadiums is called _____ demand.

Caterpillar,Inc. ,a manufacturer of earthmoving equipment,uses completed drivetrains (engines/transmissions/axles),drivetrain components,electronic controls,hydraulic and electrohydraulic components and systems,cooling systems,and undercarriage track systems produced by other organizations in its manufacturing process.Caterpillar is an example of a(n):