Exam13: Business Marketing

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.For a corporation that has been giving its key customers Claxton fruitcakes since 1950,placing the order for cakes to be delivered this year would be an example of a _____ because some negotiation about price and quantity would likely occur each year.

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.

What is business marketing,and what distinguishes business products from consumer products?

Which of the following is the best example of a modified rebuy situation?

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

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.

Products that have had some processing are used directly in the production of other products,and do not retain their identity in the final product are called:

Bob works for the Zinn Plumbing Company.After struggling with a particularly difficult job one day,he tells his supervisor,Miguel,that if he'd had a special type of wrench he could have finished the job much more quickly.Bob asks Miguel if the company would be willing to purchase the wrench.Miguel agrees that the wrench would be a good purchase,so the next day he approaches the company owner,Phyllis Zinn,and lays out for her all the reasons why the new wrench should be purchased.After listening to Miguel's presentation,Phyllis agrees that the wrench should be purchased and authorizes Miguel to pick one up from the plumbing parts distributor that afternoon.In this scenario:

Another name for business supplies like pens,paper,and file folders is:

A _____ 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.

The U.S.government is:

Boise Cascade Boise Cascade comprises two businesses. Boise Cascade Building Materials Distribution is one of the largest wholesale building materials distributors in the United States. The firm's 33 distribution facilities market a wide range of building products and services to retail lumber dealers, home improvement centers, and industrial accounts nationwide. Boise Cascade Wood Products manufactures plywood, lumber, particleboard, and engineered wood products (laminated veneer lumber, I-joists, and laminated beams) at 20 manufacturing facilities in the United States and Canada. The firm's wood products are used primarily in housing, industrial construction, and a variety of manufactured products. The wood products are sold to retail lumber dealers, home centers specializing in the do-it-yourself market, and industrial customers. -Refer to Boise Cascade.Home Depot purchases large amounts of plywood and lumber from Boise Cascade,which it sells to contractors and others in the building trade. Home Depot would be which type of customer?

RockTenn RockTenn produces packaging products. The company makes 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. RockTenn business fluctuates depending on consumer demand. As plastic products become more expensive, companies turn to cardboard and paper to package their products. -Refer to RockTenn.RockTenn makes paper products for companies to use in their product and service offerings.This is an example of:

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

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.Which business market is this?

The single largest business customer in the world is the U.S.retailer Walmart.

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

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 large ovens in which the cakes are baked are examples of:

Corn refiners buy shelled corn and convert it into a variety of products,including high-fructose corn syrup.The refiners then sell the syrup to soda and food product companies for use in foods and beverages.The corn refiners represent the _____ sector of the business market.

Because formal committees are often established to purchase business products,members of buying centers can be readily identified on formal organizational charts.