Exam 7: Business Marketing

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.

Etruscan Railing Company Etruscan Railing Company makes railing that is used in sports arenas, nursing home corridors, queue houses at amusement parks, and many other places that are not as obvious. Its railing is molded into bicycle racks. You may also see city governments using the railing to make walkways over ravines and creek banks safer for pedestrian traffic. Hospitals also use the railing in their physical therapy departments, to keep the lines straight in the hospital cafeteria, and to prevent patients from falling out of hospital beds. -Refer to Etruscan Railing Company.Etruscan has experienced a strong increase in railing sales as a result of the growth of college football.This increase in the demand for railings as a result of the demand for new football stadiums is called _____ demand.

A professor sent the following memo to his department chair for his authorization: Glen: I need to purchase a camera,Mac computer,and microphone for the selling center lab #2 just like we did for lab #1. This buying situation should be described as a:

A keiretsu is a(n):

Copying machines,personal computers,and fax machines are typically classified as _____ because they are not expensive,have short useful lives,and are frequently purchased from local distributors.

_____ is the primary promotional method for the sale of all business products.

Rock-Tenn Rock-Tenn produces packaging products. They make cartons that will hold a dozen Dunkin' Donuts, waffle fries for Chik-fil-A, Gillette razors, Haagen -Daz ice cream, express mail envelopes for FedEx and much more. Rock-Tenn business fluctuates depending on consumer demand. As plastic products become more expensive companies turn to cardboard and paper to package their products. -Refer to Rock-Tenn.A paper producing company sales representative wants to do business with Rock-Tenn.He/She needs to locate the person who actually negotiates the purchase,in other words,the _____ in the buying center.

Businesses that buy finished goods and sell and distribute them for a profit are called:

Due to rapidly rising overhead costs and increases in raw material prices,Framarx Corporation was forced to raise the price of its waxed and coated paper by 35 percent.(The paper is used between frozen hamburger patties to keep the patties from freezing together.)Framarx is the leading manufacturer in this industry,and its competitors will follow suit.While the sales force for Framarx believes the price increase will result in a drop in sales,its marketing manager disagrees because the demand for the waxed and coated paper is more than likely:

Discuss the difference between disintermediation and reintermediation.Give an example of a company you are aware of that used these strategies.

During the first years of this century,the number of packages arriving at households has more than doubled.An increase in the price of the cardboard boxes in which these packages are shipped will have little effect on the amount of shipping done; the demand for the boxes will continue to increase.Therefore,you know the demand for the cardboard boxes is:

Lucent Technologies Because AT&T Corporation wanted to become a big player in the booming market for outsourcing computer services, it set up Lucent Technologies to manage corporate clients' worldwide computer networks. Lucent Technologies assists corporations in global network and computer management by drawing on AT&T's worldwide digital network and its computer hardware and software businesses. It also relies on the expertise of technicians at Bell Laboratories. -Refer to Lucent Technologies.First National Bank of Chicago,one of AT&T's customers,claims the new network helped the bank win a huge contract from the U.S.Treasury.For classification purposes,First National Bank would be which type of customer?

Southeastern Concrete Company has 15 concrete trucks.The company's accountant depreciated the value of the vehicles over several years.What type of business product is the concrete truck?

_____ is a measure of a Web site's effectiveness and is calculated by multiplying the frequency of visits times the duration of a visit times the number of pages viewed during each visit.

Which of the following is becoming increasingly more important in business marketing strategies?

According to the text,another commonly used name for producers is:

Claxton Fruitcakes One common Christmas tradition in many households is the Claxton fruitcake. The fruitcake bakery in Claxton, Georgia, makes about 6 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-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.Any company that purchased Claxton fruitcakes to give to its customers would treat this purchase like any other purchase and evaluate the cake and the company in terms of:

Within the business market,roller belts that are purchased by vacuum manufacturers are examples of:

One brand of tomato sauce advertises that the tomatoes it uses are processed within 24 hours of being picked to ensure product freshness.The fresh tomatoes it buys from growers are examples of:

The Solar Group,a Mississippi-based mailbox manufacturer,sells mailboxes to contractors who are building mega-subdivisions,to hardware stores,and directly to new homeowners.What kind of products is the Solar Group selling?