Exam 7: Business Marketing

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

Claxton Fruitcakes One common Christmas tradition in many households is the Claxton fruitcake.The fruitcake bakery in Claxton,Georgia,makes about six 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 to 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:

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.

Baseball Dirt Dirt is not dirt when it comes to baseball fields.About two-thirds of the pro baseball fields get 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.What type of business product would Partac Peat's dirt be since it is used in the making of baseball fields?

_____ is the marketing of goods and services to individuals and organizations for purposes other than personal consumption.

CVS unintentionally omitted the point-of-sale interaction.

Salt is an important ingredient in many soups produced by Campbell's.If the price of salt rises,Campbell's will not likely reduce the amount of salt it purchases from salt suppliers,because salt is such a crucial ingredient.Therefore,you know the demand for salt is:

In the past 24 years,Mothers Work has grown from a small,mail-order catalog business headquartered inside the founder's home to the world's largest seller of maternity apparel,with nearly 1,600 locations.In terms of the business market,Mothers Work would be best classified as a(n):

Boise Cascade Boise Cascade comprises two businesses.Boise Cascade Building Materials Distribution is one of the largest wholesale building materials distributors in the United States.The firm's 33 distribution facilities market a wide range of building products and services to retail lumber dealers,home improvement centers,and industrial accounts nationwide. Boise Cascade Wood Products manufactures plywood,lumber,particleboard,and engineered wood products (laminated veneer lumber,I-joists,and laminated beams)at 20 manufacturing facilities in the United States and Canada.The firm's wood products are used primarily in housing,industrial construction,and a variety of manufactured products.Our wood products are sold to retail lumber dealers,home centers specializing in the do-it-yourself market,and industrial customers. -Refer to Boise Cascade.Boise Cascade sells:

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

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.Harris Corporation provides which type of business product to the FAA?

A Brazilian manufacturer of solar cells used as a renewable source of energy in all types of structures would like to begin distribution and sales in the United States,Canada,and Mexico.The manufacturer has hired you to investigate NAICS data for such products in North America.What is the NAICS system? What are some of the benefits of using this system?

The use of the Internet to facilitate activities between organizations has evolved and grown rapidly throughout its short history.Define B2B e-commerce and describe the various tools that B-to-B marketers are using online.Also discuss the evolution of e-business initiatives.

As the demand for VCR players has fallen,so has the demand for blank VHS tapes because the demand for VHS tapes is an example of a(n)_____ demand.

In Japan,reciprocity and personal relationships contribute to the development of:

Leo buys coffee weekly for his espresso shop.This purchase is most likely an example of a(n)_____ situation.

Before toll-free telephone numbers and the Internet were used as commercial tools,passengers usually purchased airline tickets from travel agents.Travel agents no longer receive a commission from the airlines for selling tickets to consumers.This is an example of:

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?

_____ are consumable,inexpensive,and often standardized items that do not become part of the final product.

You have started raising your first litter of AKC-registered Chihuahuas.You want to sell your puppies to Pets and People,the locally owned and operated pet store.How do you find the buyer?