Exam 7: Business Marketing

Purchasing contracts are commonly used in which type of buying situations?

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.Rock-Tenn makes paper products for companies to use in their product and service offerings.The business market consists of four categories of business customers.Rock-Tenn's customers are an example of a _____.

The distribution structure in business marketing typically:

Business services:

Major equipment goods,such as machines,mainframe computers,and buildings are also referred to as:

Describe the reseller market.Why do businesses use the services of business product distributors?

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.Companies that make bicycle racks for bike safekeeping in public places receive the railing as 30-foot lengths of pipe.For these companies,Etruscan railing is:

Shimano sells the fishing and golfing equipment it manufactures to sporting goods stores,which in turn sell the equipment to anglers and golfers.Shimano is engaged in business marketing.

Briefly define and describe each of the categories of business goods and services.Give two specific examples of goods or services that fit into each category.

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.When Etruscan sells railings to refurbish a private university's football stadium,it is selling to a(n):

One segment of the business market has primary goals that differ from the ordinary business goals such as profit,market share,or return on investment.This segment includes many schools,churches,and civic clubs and is often called the _____ market.

What is a strategic alliance? How is it linked to relationship marketing?

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 sales representative from a paper producing company calls on Rock-Tenn routinely every month to review their ordering needs.The monthly sale of paper to Rock-Tenn would constitute a:

A new-buy situation refers to the:

A industrial cleaning products distributor needed to hire a janitorial service to keep his establishment clean so he chose one of his customers for the job.This is an example of _____.

FAA The Federal Aviation Administration has been struggling for several years with antiquated systems, and all it takes is a single failure on one piece of the system to shut down the entire air-traffic control system for several hours, resulting in significant snarls at major airports. The most recent failure occurred in the FAA's core telecommunications network, called the Federal Telecommunications Infrastructure (FTI), which is managed by Harris Corporation. Marc Raimondi, a spokesperson for Harris Corporation, said, "The FTI system has proven to be one of the most reliable and secure communications networks operating within the civilian government." Snafus like this have been happening with alarming frequency, prompting Congress to demand the FAA and its contractors to do more to prevent these malfunctions. The problem is that the FAA has been using a patchwork approach by updating with modern hardware and software on old systems instead of a complete overhaul of the system. The FAA's next generation of modernization will rely on satellite-based networks instead of phone lines and data cables. The FAA is waiting for White House approval on whether it will have the funds to take this next step. -Refer to FAA.The company that wins the contract to develop the satellite-based system for the FAA will have to purchase satellites and mainframe computers for this system. These types of products are best described as which type of business product?

FAA The Federal Aviation Administration has been struggling for several years with antiquated systems, and all it takes is a single failure on one piece of the system to shut down the entire air-traffic control system for several hours, resulting in significant snarls at major airports. The most recent failure occurred in the FAA's core telecommunications network, called the Federal Telecommunications Infrastructure (FTI), which is managed by Harris Corporation. Marc Raimondi, a spokesperson for Harris Corporation, said, "The FTI system has proven to be one of the most reliable and secure communications networks operating within the civilian government." Snafus like this have been happening with alarming frequency, prompting Congress to demand the FAA and its contractors to do more to prevent these malfunctions. The problem is that the FAA has been using a patchwork approach by updating with modern hardware and software on old systems instead of a complete overhaul of the system. The FAA's next generation of modernization will rely on satellite-based networks instead of phone lines and data cables. The FAA is waiting for White House approval on whether it will have the funds to take this next step. -Refer to FAA. Ultimately,The FAA must get authority from the President to spend the billions of dollars necessary to upgrade the system because Congress must authorize the funds and the President must approve that authorization. In terms of the buying center,the President is the:

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.Power tools used to maintain the machinery that produces cartons would be an example of _____.

A product is defined as a business product rather than a consumer good on the basis of its:

The government sector (federal,state and local)is a minor segment of the business market