Exam 7: Business Marketing

NAICS data are helpful for analyzing,segmenting,and targeting markets.The system was developed by:

Which type of business product includes such capital goods as large or expensive machines,mainframe computers,blast furnaces,generators,airplanes,and buildings?

Consumable items that do not become part of the final product are called supplies.

A product is defined as a business product rather than a consumer good on the basis of its:

Assume you are the vice-president of marketing in a medium-sized company that includes the following departments: marketing,finance,purchasing,data processing,and production.The sales force manager has mentioned to you that one of the salespersons thought a Web-based salesforce automation service would help the sales force become more efficient.The sales manager requests that this service be purchased.Illustrate the six buying decision roles that would take place for the purchase of this service.

DHL maintains a strategic alliance with UPS because it has confidence in UPS's reliability and integrity.This condition is referred to as:

The Beaumont Homeowner's Association had to replace its pool pump.They asked two local companies: Thompson Pools and Southern Pool and Spa Company: for quotes on replacing the pump.Beaumont negotiated with both companies and quickly decided to buy from the Thompson Pool because its quote was $200 cheaper in its labor estimate.Which evaluative criterion appears to have been most important in making this purchase decision?

The role of gatekeeper may be filled by a receptionist.

Business buyers use a variety of criteria to evaluate alternative products and suppliers.Name and define specific aspects of the three most important criteria.

The Dallas Morning News needed a new printing press comparable to the one that needed to be replaced.The firm's familiarity with the product and its manufacturer caused it to approach two companies--one in the United States and one in Japan--to see which could offer the better deal.It negotiated with both companies and quickly decided to buy from the Japanese manufacturer when it offered to sell a press for $2.2 million less than its U.S.competitor.This purchase was an example of a:

All of the following are roles found within a buying center EXCEPT:

Jif is the best-selling brand of peanut butter in the country.The manufacturer purchases large quantities of peanuts every year to manufacturer its product.This order size is an example of _____ and would give Jif an advantage over other buyers of peanuts.

The elimination of intermediaries such as wholesalers or distributors from a marketing channel is referred to as:

A industrial cleaning products distributor needed to hire a janitorial service to keep his establishment clean so he chose one of his customers for the job.This is an example of _____.

A _____ is a situation requiring the purchase of a product for the first time.

What would a U.S.company that manufactures the lighted signs used in amusement parks,at outdoor sports arenas,for restaurant promotion,and by state departments of transportation on the sides of roads use to facilitate its market segmentation and targeting if it wanted data that were readily available and usable?

Products such as parking garages,mainframe computers,privately owned office buildings,and street-cleaning equipment are depreciated over time rather than expensed in the year they are purchased.These are classified as:

Business marketing does NOT include goods and services that:

Southeastern Concrete Company has 15 concrete trucks.The company's accountant depreciated the value of the vehicles over several years.What type of business product is the concrete truck?

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.When the FAA purchases a satellite-based system,this will be a situation in which it is purchasing an entire system,not just a modified part or new vendor for existing parts.Basically,this is a situation in which the FAA will be purchasing a system for the first time and is referred to as a(n):