Question 1

A dog food manufacturer purchases processed meat by-products that it uses in the manufacture of a dry dog food.These processed meat by-products are examples of:

Accepted Answer

A) raw materials. 
B) OEM products. 
C) processed materials. 
D) component parts. 
E) replacement parts. 
A) raw materials. 
B) OEM products. 
C) processed materials. 
D) component parts. 
E) replacement parts.

Question 2

The government sector (federal,state,and local)is a minor segment of the business market.

Accepted Answer

A) True 
 B)False

Question 3

Lanover Manufacturing supplies windshield wiper blades to General Motors and Ford.A sudden jump in the price of rubber and its substitutes has forced Lanover and other wiper blades manufacturers to double the price of the blades.This increase in price has not affected sales volume for wiper blades.The price change did not change demand for the blades because demand for this product by business customers is:

Accepted Answer

A) inelastic. 
B) secure. 
C) bundled. 
D) elastic. 
E) resistant. 
A) inelastic. 
B) secure. 
C) bundled. 
D) elastic. 
E) resistant.

Question 4

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

Accepted Answer

The three criteria,in order of importanc

Question 5

Briefly describe the four major categories of customers in business marketing.Give examples of companies or organizations in each category.

Accepted Answer

PRODUCERS include individuals and organi

Question 6

Federal Aviation Administration
The Federal Aviation Administration (FAA)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,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 old systems with modern hardware and software instead of ordering 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.When the FAA purchases a satellite-based system,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):

Accepted Answer

A) straight rebuy. 
B) modified rebuy. 
C) new buy. 
D) original equipment purchase. 
E) primary purchase. 
A) straight rebuy. 
B) modified rebuy. 
C) new buy. 
D) original equipment purchase. 
E) primary purchase.

Question 7

Business buyers use a variety of criteria to evaluate alternative products and suppliers.The three most important criteria,in order of importance,are:

Accepted Answer

A) price,sales support,and service. 
B) quality,service,and price. 
C) reputation,price,and capability. 
D) price,delivery time,and product reliability. 
E) service,quality,and reputation. 
A) price,sales support,and service. 
B) quality,service,and price. 
C) reputation,price,and capability. 
D) price,delivery time,and product reliability. 
E) service,quality,and reputation.

Question 8

In the early 2000s,Levi Strauss invested millions of dollars to develop a website on which they could sell jeans directly to consumers.However,the effort was unsuccessful and the company switched course,announcing that jeans would be sold only through its retailer partners.This is an example of:

Accepted Answer

A) recency 
B) reintermediation 
C) keiretsu 
D) disintermediation 
E) reinstatement 
A) recency 
B) reintermediation 
C) keiretsu 
D) disintermediation 
E) reinstatement

Question 9

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 Thompson Pools because its quote was $200 cheaper in its labor estimate.Which evaluative criterion appears to have been most important in making this purchase decision?

Accepted Answer

A) Price 
B) Familiarity with the product 
C) Reliability 
D) The availability of replacement parts 
E) Buyer/seller relationship 
A) Price 
B) Familiarity with the product 
C) Reliability 
D) The availability of replacement parts 
E) Buyer/seller relationship

Question 10

Within the business market,roller belts that are purchased by vacuum manufacturers are examples of:

Accepted Answer

A) supplies. 
B) raw materials. 
C) accessory equipment. 
D) processed materials. 
E) component parts. 
A) supplies. 
B) raw materials. 
C) accessory equipment. 
D) processed materials. 
E) component parts.

Question 11

RockTenn
RockTenn produces packaging products.The company makes 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.RockTenn business fluctuates depending on consumer demand.As plastic products become more expensive,companies turn to cardboard and paper to package their products.
-Refer to RockTenn.RockTenn makes paper products for companies to use in their product and service offerings.The business market consists of four categories of business customers.RockTenn's customers are an example of:

Accepted Answer

A) producers. 
B) resellers. 
C) governments. 
D) institutions. 
E) all of the above. 
A) producers. 
B) resellers. 
C) governments. 
D) institutions. 
E) all of the above.

Question 12

Why should Lyon College focus on Facebook for it social media outreach to new students and their parents?

Accepted Answer

A) Facebook is the fastest growing social media platform. 
B) Facebook is popular among baby boomers. 
C) Facebook has multigenerational appeal. 
D) Facebook has organizational pages that can be "friended." 
E) all of the above 
A) Facebook is the fastest growing social media platform. 
B) Facebook is popular among baby boomers. 
C) Facebook has multigenerational appeal. 
D) Facebook has organizational pages that can be "friended." 
E) all of the above

Question 13

Name and briefly describe five of the major differences between business and consumer markets.

Accepted Answer

There were several points of differentia

Question 14

The _____ is the set of all persons in an organization who become involved in the purchasing process.

Accepted Answer

A) buying center 
B) stakeholder committee 
C) ad hoc purchasing staff 
D) board of directors 
E) comptroller's staff 
A) buying center 
B) stakeholder committee 
C) ad hoc purchasing staff 
D) board of directors 
E) comptroller's staff

Question 15

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:

Accepted Answer

A) processed materials. 
B) accessory equipment. 
C) major equipment. 
D) supplies. 
E) component parts. 
A) processed materials. 
B) accessory equipment. 
C) major equipment. 
D) supplies. 
E) component parts.

Question 16

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:

Accepted Answer

A) Miguel is both the buyer and the decider. 
B) Bob is both the influencer and the user. 
C) Miguel is both the gatekeeper and the influencer. 
D) Phyllis is both the initiator and the decider. 
E) Both Bob and Miguel are initiators,and Phyllis is the influencer. 
A) Miguel is both the buyer and the decider. 
B) Bob is both the influencer and the user. 
C) Miguel is both the gatekeeper and the influencer. 
D) Phyllis is both the initiator and the decider. 
E) Both Bob and Miguel are initiators,and Phyllis is the influencer.

Question 17

A _____ situation is normally less critical and less time-consuming than a new buy situation but does require some change in the original good or service.

Accepted Answer

A) synergistic rebuy 
B) value buy 
C) negotiated rebuy 
D) modified rebuy 
E) make-or-buy 
A) synergistic rebuy 
B) value buy 
C) negotiated rebuy 
D) modified rebuy 
E) make-or-buy

Question 18

In implementing the new self-checkout lanes,CVS should have recognized that each scanning device is perceived as a(n)__________ by the customer and it,too,needs to conform to a positive CRM.

Accepted Answer

A) employee 
B) robot 
C) convenience 
D) inconvenience 
E) automated salesperson 
A) employee 
B) robot 
C) convenience 
D) inconvenience 
E) automated salesperson

Question 19

One way processed materials differ from component parts is that processed materials:

Accepted Answer

A) do not retain their identity in final products. 
B) are always much cheaper than component parts. 
C) have had some processing. 
D) do not become part of a final product. 
E) All of the above are true. 
A) do not retain their identity in final products. 
B) are always much cheaper than component parts. 
C) have had some processing. 
D) do not become part of a final product. 
E) All of the above are true.

Question 20

The distribution structure in business marketing typically:

Accepted Answer

A) includes at least one wholesaler. 
B) is direct. 
C) is complex and multistage. 
D) uses a three-step channel. 
E) uses retail distributors. 
A) includes at least one wholesaler. 
B) is direct. 
C) is complex and multistage. 
D) uses a three-step channel. 
E) uses retail distributors.

A dog food manufacturer purchases processed meat by-products that it uses in the manufacture of a dry dog food.These processed meat by-products are examples of:

The government sector (federal,state,and local)is a minor segment of the business market.

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

Briefly describe the four major categories of customers in business marketing.Give examples of companies or organizations in each category.

Business buyers use a variety of criteria to evaluate alternative products and suppliers.The three most important criteria,in order of importance,are:

In the early 2000s,Levi Strauss invested millions of dollars to develop a website on which they could sell jeans directly to consumers.However,the effort was unsuccessful and the company switched course,announcing that jeans would be sold only through its retailer partners.This is an example of:

Within the business market,roller belts that are purchased by vacuum manufacturers are examples of:

Why should Lyon College focus on Facebook for it social media outreach to new students and their parents?

Name and briefly describe five of the major differences between business and consumer markets.

The _____ is the set of all persons in an organization who become involved in the purchasing process.

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:

A _____ situation is normally less critical and less time-consuming than a new buy situation but does require some change in the original good or service.

In implementing the new self-checkout lanes,CVS should have recognized that each scanning device is perceived as a(n)__________ by the customer and it,too,needs to conform to a positive CRM.

One way processed materials differ from component parts is that processed materials:

The distribution structure in business marketing typically:

An Overview of Marketing

Strategic Planning for Competitive Advantage

Ethics and Social Responsibility

The Marketing Environment

Developing a Global Vision

Consumer Decision Making

Segmenting and Targeting Markets

Decision Support Systems and Marketing Research

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Marketing Channels

Supply Chain Management

Retailing

Integrated Marketing Communications

Advertising and Public Relations

Sales Promotion and Personal Selling

Pricing Concepts

Setting the Right Price

Customer Relationship Management Crm

Social Media and Marketing

Filters

Exam 7: Business Marketing

A dog food manufacturer purchases processed meat by-products that it uses in the manufacture of a dry dog food.These processed meat by-products are examples of:

The government sector (federal,state,and local)is a minor segment of the business market.

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

Briefly describe the four major categories of customers in business marketing.Give examples of companies or organizations in each category.

Business buyers use a variety of criteria to evaluate alternative products and suppliers.The three most important criteria,in order of importance,are:

In the early 2000s,Levi Strauss invested millions of dollars to develop a website on which they could sell jeans directly to consumers.However,the effort was unsuccessful and the company switched course,announcing that jeans would be sold only through its retailer partners.This is an example of:

Within the business market,roller belts that are purchased by vacuum manufacturers are examples of:

Why should Lyon College focus on Facebook for it social media outreach to new students and their parents?

Name and briefly describe five of the major differences between business and consumer markets.

The _____ is the set of all persons in an organization who become involved in the purchasing process.

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:

A _____ situation is normally less critical and less time-consuming than a new buy situation but does require some change in the original good or service.

In implementing the new self-checkout lanes,CVS should have recognized that each scanning device is perceived as a(n)__________ by the customer and it,too,needs to conform to a positive CRM.

One way processed materials differ from component parts is that processed materials:

The distribution structure in business marketing typically:

An Overview of Marketing

Strategic Planning for Competitive Advantage

Ethics and Social Responsibility

The Marketing Environment

Developing a Global Vision

Consumer Decision Making

Segmenting and Targeting Markets

Decision Support Systems and Marketing Research

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Marketing Channels

Supply Chain Management

Retailing

Integrated Marketing Communications

Advertising and Public Relations

Sales Promotion and Personal Selling

Pricing Concepts

Setting the Right Price

Customer Relationship Management Crm

Social Media and Marketing

Filters