Exam 5: B2B Marketing

Organizations differ from individuals in the way they make purchase decisions.Describe each of the following differences: derived demand, inelastic demand, order size.

Describe the role of Content marketing in organizational selling using examples.

Government units are the federal, provincial, regional, and municipal agencies that buy goods and services for the constituents that they serve.

What are the bases on which business markets are segmented?

The North American Industry Classification System (NAICS) provides common industry definitions, which make easier the measurement of economic activity for member countries of the _____.

MKL Inc.processes wheat into flour, which is sold to bakeries and pasta makers.What kind of demand exists for MKL Inc.'s flour?

The process by which organizations determine the need for goods and then choose among alternative suppliers is referred to as _____.

Wholesalers and retailers that buy physical products and sell them again without any reprocessing are known as industrial firms.

The _____ is a group of persons within an organization who participate in the buying process and share common goals, risks, and knowledge important to purchase decisions.

Peter purchases pizza crusts from Cakes & Bakes Co., which uses the flour from Husk Mills LLC to manufacture the crusts.Here, Cakes & Bakes Co.is the organizational buyer.

In organizational buying settings, _____ keeps potential customers engaged by providing valuable information.

Within the buying centre, influencers are people who:

Foreroll Inc.decides to shift its focus on firms looking for quality products and good customer service from those looking simply for lower prices.This is an example of segmenting business market on the basis of benefits sought.

Freight Systems is a leading courier company.It provides courier services to large international businesses.It takes care of international customs, duties, and specialized packaging for these large businesses.It also provides courier services to small domestic organizations.It should use the same distribution channel for both types of clients.

Which of the following is true of a traditional auction?

Once an organization making a purchase decision passes through the problem recognition stage of the process, it reaches the _____ stage.

Deciders control the flow of information in the buying centre.

What are the three types of organizational buying situations?

Smith Systems is in the process of making a purchase decision for some key equipment.The company heads have asked the design and production engineers to draft specifications for the equipment needed.Smith Systems is in the _____ stage of the organizational purchase decision process.

Pride Mobility makes wheelchairs from component parts purchased from Potto Hardware.The wheelchairs are sold to hospitals, nursing homes, and retailers of health care products.Pride Mobility operates in a(n) _____ market.