Exam 7: Business Marketing

Claxton Fruitcakes One common Christmas tradition in many households is the Claxton fruitcake.The fruitcake bakery in Claxton,Georgia,makes about 6 million pounds of fruitcake annually and has $12 million in sales.One fruitcake batch weighs 375 pounds.About 70 percent of that weight is fruits and nuts.A single batch is divided into 34 loaf pans that hold 11 pounds each.Loaves are cooked for 100 minutes at 375 degrees.The bakery can cook 6,000 pounds at a time.During the baking season (August-December),the bakery uses a tractor-trailer load of raisins each day.The suggested retail price of a one-pound Claxton fruitcake is $3.69. -Refer to Claxton Fruitcakes.Any company that purchased Claxton fruitcakes to give to its customers would treat this purchase like any other purchase and evaluate the cake and the company in terms of:

The three most important evaluative criteria for business-to-business purchases are quality,price,and:

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:

You overhear a salesperson saying,"I don't do anything with my straight-rebuy customers because they don't expect any service." Comment on his statement.

Baseball Dirt Dirt is not dirt when it comes to baseball fields.About two-thirds of the pro baseball fields got their dirt from a dirt farm in New Jersey called Partac Peat.The company markets a secret mix for the infield (resilient),the warning track (extra crunchy),and the pitcher's mounds (firm).Mounds come in red,brown,orange,and gray colors.Roger Bossard,the White Sox head groundskeeper,scouted nationwide for dirt before settling on the mix provided by Partac Peat.(He uses sand under the grassy areas of the playing field.) -Refer to Baseball Dirt.Roger Bossard,the White Sox head groundskeeper,most likely did NOT assume which of the following buying center roles since he has the authority to buy whatever is needed to make the baseball field the best playing surface possible?

Baseball Dirt Dirt is not dirt when it comes to baseball fields.About two-thirds of the pro baseball fields got their dirt from a dirt farm in New Jersey called Partac Peat.The company markets a secret mix for the infield (resilient),the warning track (extra crunchy),and the pitcher's mounds (firm).Mounds come in red,brown,orange,and gray colors.Roger Bossard,the White Sox head groundskeeper,scouted nationwide for dirt before settling on the mix provided by Partac Peat.(He uses sand under the grassy areas of the playing field.) -Refer to Baseball Dirt.Because Partac Peat is a business product,the primary promotional method used for its sale is:

Electric cars will increase the demand for electricity,which will then dramatically increase demand for the equipment needed to provide consumers with the electricity.This dramatic increase is due to the:

Business services:

Etruscan Railing Company 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 Railing sells:

Texas Instruments has developed a detailed Values and Ethics Statement and Code of Business Conduct.Why did they choose to create this?

Explain the four ways demand in business markets differs from demand in consumer markets.

What is business marketing,and what is the key characteristic distinguishing business products from consumer products.

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.

Another commonly used term for accessory equipment is installations.

_____ is the bargaining between buyers and sellers on product specifications,delivery dates,payment terms,and other pricing matters and is commonplace in business marketing.

Apple iTunes has sold over five billion downloads.Without iTunes the demand for the Apple iPod line of products would be small.Without the musicians there would be no iTunes.A condition of _____ demand exists.

Which type of business product represents goods,such as portable tools and office equipment,that are less expensive and shorter-lived than major equipment?

Elizabeth buys flour weekly for her bakery.This purchase is most likely an example of a(n)_____ situation.

A routine purchasing situation in which the purchaser is not looking for new information or at other suppliers is called a:

Claxton Fruitcakes One common Christmas tradition in many households is the Claxton fruitcake.The fruitcake bakery in Claxton,Georgia,makes about 6 million pounds of fruitcake annually and has $12 million in sales.One fruitcake batch weighs 375 pounds.About 70 percent of that weight is fruits and nuts.A single batch is divided into 34 loaf pans that hold 11 pounds each.Loaves are cooked for 100 minutes at 375 degrees.The bakery can cook 6,000 pounds at a time.During the baking season (August-December),the bakery uses a tractor-trailer load of raisins each day.The suggested retail price of a one-pound Claxton fruitcake is $3.69. -Refer to Claxton Fruitcakes.In terms of business-to-business products,the flour used in fruitcakes is an example of: