Question 1

What is the largest segment of the business market?

Accepted Answer

A)  trade industries 
B)  institutions 
C)  government organizations 
D)  commercial markets 
A)  trade industries 
B)  institutions 
C)  government organizations 
D)  commercial markets

Question 2

The development and customer service support for computer software is rarely sent offshore due to language differences.

Accepted Answer

A) True 
 B)False

Question 3

An effective strategy for organizational marketing is to group prospective customers according to type, such as manufacturers, service providers, and government agencies.

Accepted Answer

A) True 
 B)False

Question 4

Business markets tend to have more buyers and suppliers than are found in the consumer marketplace.

Accepted Answer

A) True 
 B)False

Question 5

Most of the purchasing for the Canadian federal government is done through the office of Public Works and Government Services Canada.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following statements best describes the business market compared to the consumer market?

Accepted Answer

A)  Customization tends to be less. 
B)  Negotiations are shorter. 
C)  Distribution channels are shorter. 
D)  Customer relations are less enduring. 
A)  Customization tends to be less. 
B)  Negotiations are shorter. 
C)  Distribution channels are shorter. 
D)  Customer relations are less enduring.

Question 7

The ongoing evaluation of a supplier's performance on such criteria as price, Electronic Data Interchange capability, delivery times, and attention to special requests is called vendor analysis.

Accepted Answer

A) True 
 B)False

Question 8

Describe the three organizational buying situations.How do they correlate to the purchasing decisions of consumers?

Accepted Answer

The purchasing situations ordinarily fou

Question 9

Volatile demand means that even slight shifts or variations in the market can have an effect on sales.

Accepted Answer

A) True 
 B)False

Question 10

The four categories that define the business market are the commercial market, producers, institutions, and government agencies.

Accepted Answer

A) True 
 B)False

Question 11

Due to the complexity of the buying process and potential need for technical assistance, the distribution channels in the B2B marketplace tend to be longer than those in the consumer market.

Accepted Answer

A) True 
 B)False

Question 12

The B2B marketplace is significantly larger in sales dollars and volume of transactions than the consumer marketplace.

Accepted Answer

A) True 
 B)False

Question 13

Business purchase decisions begin when the recognition of problems, needs, or opportunities activates the buying process.

Accepted Answer

A) True 
 B)False

Question 14

What is outsourcing? Why do firms outsource production, and what are some potential drawbacks of outsourcing?

Accepted Answer

Outsourcing is the use of outside vendor

Question 15

The participants in international buying centres are generally easier to identify than those in domestic buying centres.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following is NOT a challenge ordinarily encountered in marketing to government entities?

Accepted Answer

A)  handling retail sales contracts using credit cards 
B)  fixed-price contracts based on a bid process 
C)  cost-reimbursement contracts providing for allowable costs and profits 
D)  a standing offer 
A)  handling retail sales contracts using credit cards 
B)  fixed-price contracts based on a bid process 
C)  cost-reimbursement contracts providing for allowable costs and profits 
D)  a standing offer

Question 17

Some companies segment markets into categories such as small business, large business, consumers, educational institutions, and government.This is an example of end-use segmentation.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following characteristics best describes the institution segment of a B2B market?

Accepted Answer

A)  It may have rigid purchasing procedures. 
B)  It provides business services to the other members of the market. 
C)  It tends to have greater financial resources than industrial customers. 
D)  It is accountable to their clients and shareholders. 
A)  It may have rigid purchasing procedures. 
B)  It provides business services to the other members of the market. 
C)  It tends to have greater financial resources than industrial customers. 
D)  It is accountable to their clients and shareholders.

Question 19

Institutional buyers pose a challenge for marketers because of the diversity of their purchasing philosophies; B2B marketers must be flexible in order to meet the needs of the institutions.

Accepted Answer

A) True 
 B)False

Question 20

The NAICS classification system provides a useful tool for segmenting B2B markets by customer type.

Accepted Answer

A) True 
 B)False

What is the largest segment of the business market?

The development and customer service support for computer software is rarely sent offshore due to language differences.

An effective strategy for organizational marketing is to group prospective customers according to type, such as manufacturers, service providers, and government agencies.

Business markets tend to have more buyers and suppliers than are found in the consumer marketplace.

Most of the purchasing for the Canadian federal government is done through the office of Public Works and Government Services Canada.

Which of the following statements best describes the business market compared to the consumer market?

The ongoing evaluation of a supplier's performance on such criteria as price, Electronic Data Interchange capability, delivery times, and attention to special requests is called vendor analysis.

Describe the three organizational buying situations.How do they correlate to the purchasing decisions of consumers?

Volatile demand means that even slight shifts or variations in the market can have an effect on sales.

The four categories that define the business market are the commercial market, producers, institutions, and government agencies.

Due to the complexity of the buying process and potential need for technical assistance, the distribution channels in the B2B marketplace tend to be longer than those in the consumer market.

The B2B marketplace is significantly larger in sales dollars and volume of transactions than the consumer marketplace.

Business purchase decisions begin when the recognition of problems, needs, or opportunities activates the buying process.

What is outsourcing? Why do firms outsource production, and what are some potential drawbacks of outsourcing?

The participants in international buying centres are generally easier to identify than those in domestic buying centres.

Which of the following is NOT a challenge ordinarily encountered in marketing to government entities?

Some companies segment markets into categories such as small business, large business, consumers, educational institutions, and government.This is an example of end-use segmentation.

Which of the following characteristics best describes the institution segment of a B2B market?

Institutional buyers pose a challenge for marketers because of the diversity of their purchasing philosophies; B2B marketers must be flexible in order to meet the needs of the institutions.

The NAICS classification system provides a useful tool for segmenting B2B markets by customer type.

Marketing: The Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Consumer Behaviour

Serving Global Markets

Marketing Research, Decision Support Systems, and Sales Forecasting

Market Segmentation, Targeting, and Positioning

Product and Service Strategies

Developing and Managing Brand and Product Strategies

Marketing Channels and Supply Chain Management

Retailers Wholesalers and Direct Marketers

Integrated Marketing Communications

Advertising and Digital Communications

Personal Selling and Sales Promotion

Pricing Concepts and Strategies

TB Boone 3Ce final

Filters

Exam 5: Business-to-Business (B2B) Marketing

What is the largest segment of the business market?

The development and customer service support for computer software is rarely sent offshore due to language differences.

An effective strategy for organizational marketing is to group prospective customers according to type, such as manufacturers, service providers, and government agencies.

Business markets tend to have more buyers and suppliers than are found in the consumer marketplace.

Most of the purchasing for the Canadian federal government is done through the office of Public Works and Government Services Canada.

Which of the following statements best describes the business market compared to the consumer market?

The ongoing evaluation of a supplier's performance on such criteria as price, Electronic Data Interchange capability, delivery times, and attention to special requests is called vendor analysis.

Describe the three organizational buying situations.How do they correlate to the purchasing decisions of consumers?

Volatile demand means that even slight shifts or variations in the market can have an effect on sales.

The four categories that define the business market are the commercial market, producers, institutions, and government agencies.

Due to the complexity of the buying process and potential need for technical assistance, the distribution channels in the B2B marketplace tend to be longer than those in the consumer market.

The B2B marketplace is significantly larger in sales dollars and volume of transactions than the consumer marketplace.

Business purchase decisions begin when the recognition of problems, needs, or opportunities activates the buying process.

What is outsourcing? Why do firms outsource production, and what are some potential drawbacks of outsourcing?

The participants in international buying centres are generally easier to identify than those in domestic buying centres.

Which of the following is NOT a challenge ordinarily encountered in marketing to government entities?

Some companies segment markets into categories such as small business, large business, consumers, educational institutions, and government.This is an example of end-use segmentation.

Which of the following characteristics best describes the institution segment of a B2B market?

Institutional buyers pose a challenge for marketers because of the diversity of their purchasing philosophies; B2B marketers must be flexible in order to meet the needs of the institutions.

The NAICS classification system provides a useful tool for segmenting B2B markets by customer type.

Marketing: The Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Consumer Behaviour

Serving Global Markets

Marketing Research, Decision Support Systems, and Sales Forecasting

Market Segmentation, Targeting, and Positioning

Product and Service Strategies

Developing and Managing Brand and Product Strategies

Marketing Channels and Supply Chain Management

Retailers Wholesalers and Direct Marketers

Integrated Marketing Communications

Advertising and Digital Communications

Personal Selling and Sales Promotion

Pricing Concepts and Strategies

TB Boone 3Ce final

Filters