Exam13: 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.

Any firm that purchases goods and services to make a profit by using them to produce other goods is part of the producer segment of the business market.

NAICS is an industry classification system used by most nations of the world.

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:

Briefly describe the four major categories of customers in business marketing.Give examples of companies or organizations in each category.

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

The distribution structure in business marketing typically:

The role of gatekeeper may be filled by a secretary.

Consumable items that do not become part of the final product are called supplies.

A keiretsu is a network of interlocking corporate affiliates.

The use of the Internet to facilitate activities between organizations has evolved and grown rapidly throughout its short history.Define B2B e-commerce and describe the various tools that B-to-B marketers are using online.Also discuss the evolution of e-business initiatives.

For Renovation Remodeling Company,wrenches,drills,and circular saws are all examples of _____ because they are shown as expenses on the yearly accounting statements.

Which type of business product represents goods,such as portable tools and office equipment that are less expensive and shorter-lived than major equipment?

The reseller market is the same as the retailer market.

Imagine that you are the research director of a major industrial marketing firm.You need to select an NAICS code that defines the most homogeneous group of companies in a particular group of highly competitive companies.Which of the following codes might you use?

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

Buyers in the business market tend to _____ than buyers in the consumer market.

Claxton Fruitcakes One common Christmas tradition in many households is the Claxton fruitcake. The fruitcake bakery in Claxton, Georgia, makes about six 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 to 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 flour used in fruitcakes is an example of:

In the early 2000s,Levi Strauss invested millions of dollars to develop a website on which they could sell jeans directly to consumers.However,the effort was unsuccessful and the company switched course,announcing that jeans would be sold only through its retailer partners.This is an example of:

Claxton Fruitcakes One common Christmas tradition in many households is the Claxton fruitcake. The fruitcake bakery in Claxton, Georgia, makes about six 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 to 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: