Exam 7: Business Marketing

Which of the following is becoming increasingly more important in business marketing strategies?

Lucent Technologies Because AT&T Corporation wanted to become a big player in the booming market for outsourcing computer services,it set up Lucent Technologies to manage corporate clients' worldwide computer networks.Lucent Technologies assists corporations in global network and computer management by drawing on AT&T's worldwide digital network and its computer hardware and software businesses.It also relies on the expertise of technicians at Bell Laboratories. -Refer to Lucent Technologies.Lucent Technologies depends on AT&T but also has found it necessary to form cooperative partnerships with other technology,telecommunications,and software firms.Lucent has found it necessary to form:

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.The first time Roger Bossard purchased Partac Peat,it was most likely an example of which type of buying situation?

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:

A cooperative agreement between business firms is a:

FAA 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 FAA.The company that wins the contract to develop the satellite-based system for the FAA will have to purchase satellites and mainframe computers for this system.These types of products are best described as which type of business product?

The buying center:

The single largest customer in the world is the U.S.federal government.

Organon Teknina sells inexpensive equipment to detect E.coli,listeria,or salmonella bacteria in food.The company serves not-for-profit institutions that need to regularly check food quality.Organon Teknina would be LEAST likely to sell to:

Which of the following means that a firm believes that an ongoing relationship with some other firm is so important that it warrants maximum efforts at maintaining it indefinitely?

Most business marketers emphasize personal selling as their primary communications tool.

Finished items ready for assembly or products that need very little processing before they become a part of some other product are called:

During the first years of this century,the number of packages arriving at households has more than doubled.An increase in the price of the cardboard boxes in which these packages are shipped will have little effect on the amount of shipping done; the demand for the boxes will continue to increase.Therefore,you know the demand for the cardboard boxes is:

The _____ is the member of the buying center who regulates the flow of information.

Personal selling is pervasive in organizational markets because:

Another name for business supplies like pens,paper,and file folders is:

The emergence of the Internet has made buying and selling in the business market a process that is only efficient for the largest producer to pursue.

Managers can use the NAICS data to:

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.Rock-Tenn buys paper,wood chips,and supplies from companies to make its cartons.Rock-Tenn would be considered a(n)_____.

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.A paper producing company sales representative wants to do business with Rock-Tenn.He/She needs to locate the person who actually negotiates the purchase,in other words,the _____ in the buying center.