Exam 7: Business Marketing

Since GE began accepting bids via the Internet,the length of the bidding process in GE's lighting division has been reduced from 21 days to 10.Since requesting the bids is easier,purchasing agents approach more potential vendors.The ability to locate more vendors has lowered the cost of goods by 5 to 15 percent.GE's experience illustrates:

Which of the following is the best example of a sale that could only take place in the business market?

When the demand for packaged beer fell by 8 percent in one year,the demand for aluminum beer cans and glass beer bottles fell also because the demand for beer containers is an example of a(n)_____ demand.

Although the price of a chemical added to paint to protect surfaces from mold and mildew has almost doubled,the price of paint only rose an average of 5 percent,and the demand for both paint and the chemical that eliminates mold and mildew remained stable.The demand for this chemical is:

Baseball Dirt Dirt is not dirt when it comes to baseball fields. About two-thirds of the pro baseball fields got their dirt from a dirt farm in New Jersey called Partac Peat. The company markets a secret mix for the infield (resilient), the warning track (extra crunchy), and the pitcher's mounds (firm). Mounds come in red, brown, orange, and gray colors. Roger Bossard, the White Sox head groundskeeper, scouted nationwide for dirt before settling on the mix provided by Partac Peat. (He uses sand under the grassy areas of the playing field.) -Refer to Baseball Dirt.What type of business product would Partac Peat be since it is used in the making of baseball fields?

_____ is the marketing of goods and services to individuals and organizations for purposes other than personal consumption.

NAICS data are helpful for analyzing,segmenting,and targeting markets.The system was developed by:

Items that are ready for assembly and that retain their identities when incorporated into another product are called component parts.

If Ford purchased the same number of brakes from NUCAP on a regular basis,it would be participating in a straight rebuy.

Baseball Dirt Dirt is not dirt when it comes to baseball fields. About two-thirds of the pro baseball fields got their dirt from a dirt farm in New Jersey called Partac Peat. The company markets a secret mix for the infield (resilient), the warning track (extra crunchy), and the pitcher's mounds (firm). Mounds come in red, brown, orange, and gray colors. Roger Bossard, the White Sox head groundskeeper, scouted nationwide for dirt before settling on the mix provided by Partac Peat. (He uses sand under the grassy areas of the playing field.) -Refer to Baseball Dirt.Because Partac Peat is a business product,the primary promotional method used for its sale is:

Most business marketers emphasize personal selling as their primary communications tool.

PAS Systems has developed a new product--an unobtrusive flashlight-alcohol detector.The flashlight readings are inadmissible in court but are used by police officers to decide whether to hold someone for a sobriety test.Each one costs $600.After seeing a prototype brought back by one of its employees from a highway safety convention,the Georgia Governor's Office of Highway Safety decided to equip every DUI officer with one.In this example,the individual who attended the convention had the roles of _____ in the buying center.

The buying center:

A _____ buying situation is normally less critical and less time-consuming than a new-buy situation but does require some change in the original good or service.

What is business marketing,and what is the key characteristic distinguishing business products from consumer products.

What would a U.S.company that manufactures the lighted signs used in amusement parks,at outdoor sports arenas,for restaurant promotion,and by state departments of transportation on the sides of roads use to facilitate its market segmentation and targeting if it wanted data that were readily available and usable?

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.In terms of business-to-business products,the large ovens in which the cakes are baked are examples of:

Jif is the best-selling brand of peanut butter in the country. The manufacturer purchases large quantities of peanuts every year to manufacturer its product.This order size is an example of _____ and would give Jif an advantage over other buyers of peanuts.

Which type of business product includes such capital goods as large or expensive machines,mainframe computers,blast furnaces,generators,airplanes,and buildings?

Harold works as a new business manager for a manufacturer of marine lubricants.He often talks to several different people before he locates someone who can give him a purchase order or a refusal.In terms of the buying center,he has the most trouble identifying the _____ for his services.