Question 1

How do just-in-time policies influence business demand?

Accepted Answer

Just-in-time (JIT)inventory policies see

Question 2

Dell Computer purchases parts and resources for its computers from multiple suppliers that are spread across the world.This practice is known as:

Accepted Answer

A)  offshoring. 
B)  global sourcing. 
C)  outsourcing. 
D)  reciprocity. 
A)  offshoring. 
B)  global sourcing. 
C)  outsourcing. 
D)  reciprocity.

Question 3

_____ are trade sector buyers employed by organizations to secure needed products at the best possible prices.

Accepted Answer

A)  Resellers 
B)  Merchandisers 
C)  Category advisors 
D)  Influencers 
A)  Resellers 
B)  Merchandisers 
C)  Category advisors 
D)  Influencers

Question 4

Which of the following is a possible disadvantage of outsourcing?

Accepted Answer

A)  It increases the expenses incurred by the company to remain competitive in the market. 
B)  It compromises on the quality and speed of production. 
C)  It slows down the company's efforts in bringing new products to market. 
D)  It is not suitable for jobs such as human resources and accounting. 
A)  It increases the expenses incurred by the company to remain competitive in the market. 
B)  It compromises on the quality and speed of production. 
C)  It slows down the company's efforts in bringing new products to market. 
D)  It is not suitable for jobs such as human resources and accounting.

Question 5

Most of the early Internet marketers failed because they did not consider basic marketing principles such as targeting their customers and making sure to fulfill their needs.

Accepted Answer

A) True 
 B)False

Question 6

Describe the role of Internet in business-to-business markets.

Accepted Answer

Business-to-business transactions form a

Question 7

Geographic location is one of the criteria considered during demographic segmentation of the business market.

Accepted Answer

A) True 
 B)False

Question 8

Business markets differ from consumer markets in that,in business markets:

Accepted Answer

A)  the products sold are mostly standardized and fit broader market segments compared to consumer products. 
B)  the distribution channels are longer as the product passes through a number of intermediate links. 
C)  the buying process is less complex and involves fewer decision makers. 
D)  advertising plays a much smaller role when compared to the consumer market. 
A)  the products sold are mostly standardized and fit broader market segments compared to consumer products. 
B)  the distribution channels are longer as the product passes through a number of intermediate links. 
C)  the buying process is less complex and involves fewer decision makers. 
D)  advertising plays a much smaller role when compared to the consumer market.

Question 9

Which of the following buying behaviors in the consumer markets is similar to new-task buying in business markets?

Accepted Answer

A)  Impulsive buying behavior 
B)  Limited problem solving 
C)  Extended problem solving 
D)  Routinized response behavior 
A)  Impulsive buying behavior 
B)  Limited problem solving 
C)  Extended problem solving 
D)  Routinized response behavior

Question 10

The identity of the _____ is the most difficult role for salespeople to pinpoint.

Accepted Answer

A)  user 
B)  decider 
C)  gatekeeper 
D)  influencer 
A)  user 
B)  decider 
C)  gatekeeper 
D)  influencer

Question 11

Describe the unique challenges of selling to government markets.

Accepted Answer

1)Government purchases usually involve d

Question 12

Competitive bidding is more common in the business sector compared to consumer markets.

Accepted Answer

A) True 
 B)False

Question 13

Both consumer and business purchase decisions begin when the recognition of problems,needs,or opportunities triggers the buying process.

Accepted Answer

A) True 
 B)False

Question 14

A manufacturer who produces glass for microwave oven doors,shower enclosures,and patio tabletops is likely to segment his business customers on the basis of:

Accepted Answer

A)  geographic locations. 
B)  end-use application. 
C)  demographic characteristics. 
D)  psychographic characteristics. 
A)  geographic locations. 
B)  end-use application. 
C)  demographic characteristics. 
D)  psychographic characteristics.

Question 15

_____ are trade sector buyers who secure needed products at the best possible prices.

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 16

The _____ is the largest segment of the business market that includes all individuals and firms that acquire products to support the production of other goods and services.

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 17

LifeCare,a group of hospitals,is looking to buy new medical equipments for its hospitals.The company decides to look for various options available in the market rather than buying from their usual supplier,as they wanted new sophisticated features in the products.This buying situation in which the purchaser is willing to reevaluate its available options is an example of _____.

Accepted Answer

A)  straight rebuy 
B)  business process reengineering 
C)  modified rebuy 
D)  cross-docking 
A)  straight rebuy 
B)  business process reengineering 
C)  modified rebuy 
D)  cross-docking

Question 18

A buying situation in which business purchasers are willing to reevaluate their available options is known as:

Accepted Answer

A)  a straight rebuy. 
B)  a modified rebuy. 
C)  new-task buying. 
D)  value engineering. 
A)  a straight rebuy. 
B)  a modified rebuy. 
C)  new-task buying. 
D)  value engineering.

Question 19

Manufacturing the products in-house is always the best way for companies to acquire needed products.

Accepted Answer

A) True 
 B)False

Question 20

The term _____ refers to the efforts to restore older products to like-new condition.

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

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

How do just-in-time policies influence business demand?

Dell Computer purchases parts and resources for its computers from multiple suppliers that are spread across the world.This practice is known as:

_____ are trade sector buyers employed by organizations to secure needed products at the best possible prices.

Which of the following is a possible disadvantage of outsourcing?

Most of the early Internet marketers failed because they did not consider basic marketing principles such as targeting their customers and making sure to fulfill their needs.

Describe the role of Internet in business-to-business markets.

Geographic location is one of the criteria considered during demographic segmentation of the business market.

Business markets differ from consumer markets in that,in business markets:

Which of the following buying behaviors in the consumer markets is similar to new-task buying in business markets?

The identity of the _____ is the most difficult role for salespeople to pinpoint.

Describe the unique challenges of selling to government markets.

Competitive bidding is more common in the business sector compared to consumer markets.

Both consumer and business purchase decisions begin when the recognition of problems,needs,or opportunities triggers the buying process.

A manufacturer who produces glass for microwave oven doors,shower enclosures,and patio tabletops is likely to segment his business customers on the basis of:

_____ are trade sector buyers who secure needed products at the best possible prices.

The _____ is the largest segment of the business market that includes all individuals and firms that acquire products to support the production of other goods and services.

A buying situation in which business purchasers are willing to reevaluate their available options is known as:

Manufacturing the products in-house is always the best way for companies to acquire needed products.

The term _____ refers to the efforts to restore older products to like-new condition.

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

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