Question 1

To sell successfully in international markets, business marketers must consider buyers' attitudes and cultural patterns within areas where they operate.

Accepted Answer

A) True 
 B)False

Question 2

Organizational size is regarded as a demographic basis for segmenting business customers.

Accepted Answer

A) True 
 B)False

Question 3

Adam, a purchasing agent for the American Heart Association, has made a list of suppliers that may be considered for payroll services.What step in the organizational buying process is Adam currently at?

Accepted Answer

A)  recognizing a problem or opportunity 
B)  determining the characteristics and quantity of the needed product 
C)  describing the characteristics of the needed product 
D)  searching for and qualifying potential sources 
A)  recognizing a problem or opportunity 
B)  determining the characteristics and quantity of the needed product 
C)  describing the characteristics of the needed product 
D)  searching for and qualifying potential sources

Question 4

What is the basis for market segmentation for a manufacturer that produces glass for microwave-oven doors, shower enclosures, and patio tabletops?

Accepted Answer

A)  cost-plus considerations 
B)  end-use application 
C)  benefits offered 
D)  design factors 
A)  cost-plus considerations 
B)  end-use application 
C)  benefits offered 
D)  design factors

Question 5

Purchase decisions for capital items vary significantly from those of expense items.

Accepted Answer

A) True 
 B)False

Question 6

What is often the cause when business purchasers shift from straight rebuy to modified rebuy behaviour?

Accepted Answer

A)  a change in the accelerator principle 
B)  the routine buying format being outdated 
C)  corporate expansion 
D)  a deterioration in supplier service or delivery 
A)  a change in the accelerator principle 
B)  the routine buying format being outdated 
C)  corporate expansion 
D)  a deterioration in supplier service or delivery

Question 7

Which of the following is NOT a characteristic that distinguishes B2B markets from consumer markets?

Accepted Answer

A)  Organizational markets are more geographically concentrated. 
B)  More people exert influence on the organizational buying decision. 
C)  The organizational market tends to have a greater number of buyers. 
D)  Organizations often engage in multiple sourcing and vendor analysis. 
A)  Organizational markets are more geographically concentrated. 
B)  More people exert influence on the organizational buying decision. 
C)  The organizational market tends to have a greater number of buyers. 
D)  Organizations often engage in multiple sourcing and vendor analysis.

Question 8

The term reseller is often used to describe wholesalers and retailers that make up membership of the trade industries.

Accepted Answer

A) True 
 B)False

Question 9

What is the name of the component of the business market that consists of individuals and firms that acquire goods and services to be used, directly or indirectly, in producing other goods and services?

Accepted Answer

A)  wholesaling and retailing 
B)  government 
C)  the commercial market 
D)  an institution 
A)  wholesaling and retailing 
B)  government 
C)  the commercial market 
D)  an institution

Question 10

What is the final step in the business buying process?

Accepted Answer

A)  selecting an order routine 
B)  obtaining feedback and evaluating performance 
C)  evaluating proposals and selecting suppliers 
D)  acquiring and analyzing proposals 
A)  selecting an order routine 
B)  obtaining feedback and evaluating performance 
C)  evaluating proposals and selecting suppliers 
D)  acquiring and analyzing proposals

Question 11

What do many institutions choose to do in order to receive quantity discounts on needed purchases?

Accepted Answer

A)  purchase products they do not need 
B)  put off purchases for as long as possible 
C)  join cooperative associations to pool purchases 
D)  rely on their independence and future growth 
A)  purchase products they do not need 
B)  put off purchases for as long as possible 
C)  join cooperative associations to pool purchases 
D)  rely on their independence and future growth

Question 12

Even though Office Depot sells products directly to consumers, its major customers are other businesses.Therefore, Office Depot is considered part of the commercial market.

Accepted Answer

A) True 
 B)False

Question 13

What contributes to the need for more steps in the organizational buying process than the consumer buying process?

Accepted Answer

A)  the limited number of suppliers in the B2B marketplace 
B)  the importance of integrating the responsibilities of the wholesalers or retailers 
C)  interpersonal and environmental influences not seen in consumer buying decisions 
D)  business purchasing introduces new complexities that do not affect consumers 
A)  the limited number of suppliers in the B2B marketplace 
B)  the importance of integrating the responsibilities of the wholesalers or retailers 
C)  interpersonal and environmental influences not seen in consumer buying decisions 
D)  business purchasing introduces new complexities that do not affect consumers

Question 14

JIT II inventory systems may require suppliers to have on-site representatives at their customers' production facility.

Accepted Answer

A) True 
 B)False

Question 15

Reciprocal arrangements are common in industries in which products are homogeneous and prices are similar, such as the chemical, paint, rubber, and steel industries.

Accepted Answer

A) True 
 B)False

Question 16

Describe the unique challenges of selling to government markets.

Accepted Answer

Government purchases usually involve doz

Question 17

Global sourcing involves contracting to purchase goods and services from suppliers worldwide.

Accepted Answer

A) True 
 B)False

Question 18

Zardo Inc.divides its customers into the following categories: small business, large business, government, and not-for-profit institutions.Which type of segmentation is Zardo practising?

Accepted Answer

A)  end use 
B)  customer type 
C)  demographic 
D)  purchase category 
A)  end use 
B)  customer type 
C)  demographic 
D)  purchase category

Question 19

A rail service company has a special "2 for 1 seat sale" and requires an additional 100 railcars to meet the forecasted demand in the next 10 months.After the 10 months, demand is anticipated to fall to previous levels. Which of the following is the MOST LIKELY option for the company to choose?

Accepted Answer

A)  Manufacturing the product in-house 
B)  Purchasing the product from an outside vendor 
C)  Leasing the product 
D)  Outsourcing 
A)  Manufacturing the product in-house 
B)  Purchasing the product from an outside vendor 
C)  Leasing the product 
D)  Outsourcing

Question 20

As demand for air travel increases, the demand for commercial aircraft will also increase.This is an example of derived demand.

Accepted Answer

A) True 
 B)False

To sell successfully in international markets, business marketers must consider buyers' attitudes and cultural patterns within areas where they operate.

Organizational size is regarded as a demographic basis for segmenting business customers.

Adam, a purchasing agent for the American Heart Association, has made a list of suppliers that may be considered for payroll services.What step in the organizational buying process is Adam currently at?

What is the basis for market segmentation for a manufacturer that produces glass for microwave-oven doors, shower enclosures, and patio tabletops?

Purchase decisions for capital items vary significantly from those of expense items.

What is often the cause when business purchasers shift from straight rebuy to modified rebuy behaviour?

Which of the following is NOT a characteristic that distinguishes B2B markets from consumer markets?

The term reseller is often used to describe wholesalers and retailers that make up membership of the trade industries.

What is the name of the component of the business market that consists of individuals and firms that acquire goods and services to be used, directly or indirectly, in producing other goods and services?

What is the final step in the business buying process?

What do many institutions choose to do in order to receive quantity discounts on needed purchases?

Even though Office Depot sells products directly to consumers, its major customers are other businesses.Therefore, Office Depot is considered part of the commercial market.

What contributes to the need for more steps in the organizational buying process than the consumer buying process?

JIT II inventory systems may require suppliers to have on-site representatives at their customers' production facility.

Reciprocal arrangements are common in industries in which products are homogeneous and prices are similar, such as the chemical, paint, rubber, and steel industries.

Describe the unique challenges of selling to government markets.

Global sourcing involves contracting to purchase goods and services from suppliers worldwide.

Zardo Inc.divides its customers into the following categories: small business, large business, government, and not-for-profit institutions.Which type of segmentation is Zardo practising?

A rail service company has a special "2 for 1 seat sale" and requires an additional 100 railcars to meet the forecasted demand in the next 10 months.After the 10 months, demand is anticipated to fall to previous levels. Which of the following is the MOST LIKELY option for the company to choose?

As demand for air travel increases, the demand for commercial aircraft will also increase.This is an example of derived demand.

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

To sell successfully in international markets, business marketers must consider buyers' attitudes and cultural patterns within areas where they operate.

Organizational size is regarded as a demographic basis for segmenting business customers.

Adam, a purchasing agent for the American Heart Association, has made a list of suppliers that may be considered for payroll services.What step in the organizational buying process is Adam currently at?

What is the basis for market segmentation for a manufacturer that produces glass for microwave-oven doors, shower enclosures, and patio tabletops?

Purchase decisions for capital items vary significantly from those of expense items.

What is often the cause when business purchasers shift from straight rebuy to modified rebuy behaviour?

Which of the following is NOT a characteristic that distinguishes B2B markets from consumer markets?

The term reseller is often used to describe wholesalers and retailers that make up membership of the trade industries.

What is the name of the component of the business market that consists of individuals and firms that acquire goods and services to be used, directly or indirectly, in producing other goods and services?

What is the final step in the business buying process?

What do many institutions choose to do in order to receive quantity discounts on needed purchases?

Even though Office Depot sells products directly to consumers, its major customers are other businesses.Therefore, Office Depot is considered part of the commercial market.

What contributes to the need for more steps in the organizational buying process than the consumer buying process?

JIT II inventory systems may require suppliers to have on-site representatives at their customers' production facility.

Reciprocal arrangements are common in industries in which products are homogeneous and prices are similar, such as the chemical, paint, rubber, and steel industries.

Describe the unique challenges of selling to government markets.

Global sourcing involves contracting to purchase goods and services from suppliers worldwide.

Zardo Inc.divides its customers into the following categories: small business, large business, government, and not-for-profit institutions.Which type of segmentation is Zardo practising?

A rail service company has a special "2 for 1 seat sale" and requires an additional 100 railcars to meet the forecasted demand in the next 10 months.After the 10 months, demand is anticipated to fall to previous levels. Which of the following is the MOST LIKELY option for the company to choose?

As demand for air travel increases, the demand for commercial aircraft will also increase.This is an example of derived demand.

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