Question 1

Personal selling skills and user preferences carry more weight in decentralized purchasing situations than in centralized buying.

Accepted Answer

A) True 
 B)False

Question 2

Social goals influence governments to purchase goods and services from small firms and companies owned by minorities and women.

Accepted Answer

A) True 
 B)False

Question 3

_____ is an accounting term that refers to charging a portion of a capital item's cost as a deduction against the company's annual revenue for purposes of determining its net income.

Accepted Answer

A)  Valuation 
B)  Depreciation 
C)  Accretion 
D)  Depletion 
A)  Valuation 
B)  Depreciation 
C)  Accretion 
D)  Depletion

Question 4

_____ is a segment of organizational market that consists of retailers and wholesalers who purchase products for resale to others.

Accepted Answer

A) merchandisers 
B) trade industries 
C) remanufacturing 
D) nearshoring 
E) end-use application segmentation
F)global sourcing
G)joint demand
H)inelastic demand
I)outsourcing
J)value analysis
K)gatekeeper
L)commercial market
M)reciprocity
N)vendor analysis
O)category advisor
P)modified rebuy
Q)demographic characteristics based segmentation
R)influencers
S)buyer
T)customer-based segmentation 
A) merchandisers 
B) trade industries 
C) remanufacturing 
D) nearshoring 
E) end-use application segmentation
F)global sourcing
G)joint demand
H)inelastic demand
I)outsourcing
J)value analysis
K)gatekeeper
L)commercial market
M)reciprocity
N)vendor analysis
O)category advisor
P)modified rebuy
Q)demographic characteristics based segmentation
R)influencers
S)buyer
T)customer-based segmentation

Question 5

For U.S.based firms,Mexico is an attractive location for nearshoring operations.

Accepted Answer

A) True 
 B)False

Question 6

If the demand for a product stays almost constant throughout an industry regardless of the change in the price of the product,it can be said that the product is experiencing a(n)_____ demand.

Accepted Answer

A)  derived 
B)  joint 
C)  volatile 
D)  inelastic 
A)  derived 
B)  joint 
C)  volatile 
D)  inelastic

Question 7

The demand for gold has remained the same in the market irrespective of the rise in the price,as there is no other replacement for the product.This type of demand experienced by gold is referred to as a(n)_____.

Accepted Answer

A)  joint demand 
B)  inelastic demand 
C)  versatile demand 
D)  derived demand 
A)  joint demand 
B)  inelastic demand 
C)  versatile demand 
D)  derived demand

Question 8

The function performed by the gatekeeper in the company buying center is to:

Accepted Answer

A)  inform potential suppliers about the required specifications of the product. 
B)  select a supplier and implement the procedures for securing the goods and services. 
C)  choose which goods and services will actually be bought. 
D)  control the information that all buying center members will review. 
A)  inform potential suppliers about the required specifications of the product. 
B)  select a supplier and implement the procedures for securing the goods and services. 
C)  choose which goods and services will actually be bought. 
D)  control the information that all buying center members will review.

Question 9

A(n)_____ is a trade industry vendor who develops a comprehensive procurement plan for a retail buyer.

Accepted Answer

A) merchandisers 
B) trade industries 
C) remanufacturing 
D) nearshoring 
E) end-use application segmentation
F)global sourcing
G)joint demand
H)inelastic demand
I)outsourcing
J)value analysis
K)gatekeeper
L)commercial market
M)reciprocity
N)vendor analysis
O)category advisor
P)modified rebuy
Q)demographic characteristics based segmentation
R)influencers
S)buyer
T)customer-based segmentation 
A) merchandisers 
B) trade industries 
C) remanufacturing 
D) nearshoring 
E) end-use application segmentation
F)global sourcing
G)joint demand
H)inelastic demand
I)outsourcing
J)value analysis
K)gatekeeper
L)commercial market
M)reciprocity
N)vendor analysis
O)category advisor
P)modified rebuy
Q)demographic characteristics based segmentation
R)influencers
S)buyer
T)customer-based segmentation

Question 10

With the help of customer relationship management systems,businesses can segment their customers in terms of the stage of the relationship between the business and the customer.

Accepted Answer

A) True 
 B)False

Question 11

_____ results when the demand for a product depends on the demand for another product used in combination with it.

Accepted Answer

A) merchandisers 
B) trade industries 
C) remanufacturing 
D) nearshoring 
E) end-use application segmentation
F)global sourcing
G)joint demand
H)inelastic demand
I)outsourcing
J)value analysis
K)gatekeeper
L)commercial market
M)reciprocity
N)vendor analysis
O)category advisor
P)modified rebuy
Q)demographic characteristics based segmentation
R)influencers
S)buyer
T)customer-based segmentation 
A) merchandisers 
B) trade industries 
C) remanufacturing 
D) nearshoring 
E) end-use application segmentation
F)global sourcing
G)joint demand
H)inelastic demand
I)outsourcing
J)value analysis
K)gatekeeper
L)commercial market
M)reciprocity
N)vendor analysis
O)category advisor
P)modified rebuy
Q)demographic characteristics based segmentation
R)influencers
S)buyer
T)customer-based segmentation

Question 12

A straight rebuy is a recurring purchase decision in which a customer reorders a product that has satisfied its needs in the past.

Accepted Answer

A) True 
 B)False

Question 13

By law,most federal purchases must be awarded on the basis of bids,or written sales proposals,from vendors.

Accepted Answer

A) True 
 B)False

Question 14

Discuss the role of merchandisers and category advisors in the business buying process.Give examples.

Accepted Answer

Merchandisers are trade sector buyers em

Question 15

When a business pays for the use of an equipment owned by an outside supplier for a specified period of time,the process is known as:

Accepted Answer

A)  outsourcing. 
B)  supply inversion. 
C)  leasing. 
D)  nearshoring. 
A)  outsourcing. 
B)  supply inversion. 
C)  leasing. 
D)  nearshoring.

Question 16

Poor service or poor delivery performance by a current supplier can provoke a modified rebuy decision from the customer.

Accepted Answer

A) True 
 B)False

Question 17

The distribution channels in consumer markets are relatively shorter compared to those in business markets.

Accepted Answer

A) True 
 B)False

Question 18

As compared to business-to-business marketing,consumer marketing puts greater emphasis on advertising.

Accepted Answer

A) True 
 B)False

Question 19

The assessment of supplier performance in categories such as price,back orders,timely delivery,and attention to special requests is called _____.

Accepted Answer

A) merchandisers 
B) trade industries 
C) remanufacturing 
D) nearshoring 
E) end-use application segmentation
F)global sourcing
G)joint demand
H)inelastic demand
I)outsourcing
J)value analysis
K)gatekeeper
L)commercial market
M)reciprocity
N)vendor analysis
O)category advisor
P)modified rebuy
Q)demographic characteristics based segmentation
R)influencers
S)buyer
T)customer-based segmentation 
A) merchandisers 
B) trade industries 
C) remanufacturing 
D) nearshoring 
E) end-use application segmentation
F)global sourcing
G)joint demand
H)inelastic demand
I)outsourcing
J)value analysis
K)gatekeeper
L)commercial market
M)reciprocity
N)vendor analysis
O)category advisor
P)modified rebuy
Q)demographic characteristics based segmentation
R)influencers
S)buyer
T)customer-based segmentation

Question 20

Organizational buyers tend to have much more precise and complex requirements for goods and services than ultimate consumers.

Accepted Answer

A) True 
 B)False

Exam 7: Business-to-Business (B2B)Marketing

Personal selling skills and user preferences carry more weight in decentralized purchasing situations than in centralized buying.

Social goals influence governments to purchase goods and services from small firms and companies owned by minorities and women.

_____ is an accounting term that refers to charging a portion of a capital item's cost as a deduction against the company's annual revenue for purposes of determining its net income.

_____ is a segment of organizational market that consists of retailers and wholesalers who purchase products for resale to others.

For U.S.based firms,Mexico is an attractive location for nearshoring operations.

If the demand for a product stays almost constant throughout an industry regardless of the change in the price of the product,it can be said that the product is experiencing a(n)_____ demand.

The demand for gold has remained the same in the market irrespective of the rise in the price,as there is no other replacement for the product.This type of demand experienced by gold is referred to as a(n)_____.

The function performed by the gatekeeper in the company buying center is to:

A(n)_____ is a trade industry vendor who develops a comprehensive procurement plan for a retail buyer.

With the help of customer relationship management systems,businesses can segment their customers in terms of the stage of the relationship between the business and the customer.

_____ results when the demand for a product depends on the demand for another product used in combination with it.

A straight rebuy is a recurring purchase decision in which a customer reorders a product that has satisfied its needs in the past.

By law,most federal purchases must be awarded on the basis of bids,or written sales proposals,from vendors.

Discuss the role of merchandisers and category advisors in the business buying process.Give examples.

When a business pays for the use of an equipment owned by an outside supplier for a specified period of time,the process is known as:

Poor service or poor delivery performance by a current supplier can provoke a modified rebuy decision from the customer.

The distribution channels in consumer markets are relatively shorter compared to those in business markets.

As compared to business-to-business marketing,consumer marketing puts greater emphasis on advertising.

The assessment of supplier performance in categories such as price,back orders,timely delivery,and attention to special requests is called _____.

Organizational buyers tend to have much more precise and complex requirements for goods and services than ultimate consumers.

Marketing: The Art and Science of Satisfying Customers

Strategic Planning in Contemporary Marketing

The Marketing Environment, Ethics, and Social Responsibility

Social Media: Living in the Connected World

E-Business: Managing the Customer Experience

Consumer Behavior

Global Marketing

Market Segmentation, Targeting, and Positioning

Marketing Research and Sales Forecasting

Relationship Marketing and Customer Relationship Management (CRM)

Product and Service Strategies

Developing and Managing Brand and Product Categories

Marketing Channels and Supply Chain Management

Retailers, Wholesalers, and Direct Marketers

Integrated Marketing Communications, Advertising, and Public Relations

Personal Selling and Sales Promotion

Pricing Concepts

Pricing Strategies

Your Career in Marketing

Developing an Effective Marketing Plan

Financial Analysis in Marketing

Filters