Exam 7: Business-To-Business B2bmarketing

You work for the Department of Education (DOE)in your county,which is responsible for ten elementary schools,fifteen middle schools,and twelve high schools.At the beginning of each school year,the purchasing department at the DOE must buy new textbooks and technological supplies,including tablets and computer software for student personalized study plans. Which of the following challenges might one infer from the scenario described above?​

Abel building solutions,a steel manufacturing company that supplies steel to various construction companies,segments its customers based on the number of employees in the company and the sales revenue generated by it.This strategy is used by Abel to develop specific marketing plans for their customers.Abel is segmenting its customers on the basis of:

Match each item with the correct statement below. -A(n)_____ is a buying center participant who has the formal authority to select a supplier and to implement the procedures for securing a good or service.

Discuss the various factors that an organization should consider while taking the make,buy,or lease decision.

Which of the following buying center participants chooses a good or service,although another person may have the formal authority to complete the sale?

Carlita works for Dell Computers in their outbound call center as an inside sales representative.She primarily focuses on small businesses - those with fewer than 10 employees.Based on Carlita's customers,what type of segmentation is Dell using?

Which of the following is most likely to be the reason behind why business purchasers shift from straight rebuy to modified rebuy?

Chris works for Aon,a large commercial brokerage company who serves as the intermediary between customers who need risk or insurance coverage and firms who provide the coverage - insurance carriers.Since Aon is one of the largest brokerage firms in the world,they utilize ______ segmentation where they divide the business buyers into groups according to their needs.For example,manufacturing firms would have specific requirements for insurance that might be distinct from a public school or university.A municipality such as the city of Chicago would also have a different set of needs that would result in a different mix of insurance coverage.

Match each item with the correct statement below. -_____ is the process of dividing a B2B market into homogeneous groups based on buyers' products specifications.

Which of the following is true of expense items purchased by organizational buyers?

Differentiate between B2B marketing and consumer product marketing.

Describe the NAICS system.Bring out the differences between the older SIC system and the NAICS system.

Modified rebuys resemble _____ in consumer markets.

Which of the following is a possible disadvantage of outsourcing?

Institutions constitute another important market.Institutional buyers include a wide variety of organizations,such as schools,hospitals,libraries,foundations,clinics,churches,and not-for-profit agencies.A small software company develops computer programs for different business institutions.Which of the following challenges can this company anticipate?​

Menhir Systems,an information technology company in Germany has moved its customer service and accounting operations to Austria to take advantage of the low labor costs.Also the closeness in geography and cultural values is an added advantage in choosing Austria for these operations.Menhir Systems is engaging in _____.

Poor service or poor delivery performance by a current supplier can provoke a modified rebuy decision from the customer.

Both consumer and business purchase decisions begin when the recognition of problems,needs,or opportunities triggers the buying process.

Match each item with the correct statement below. -The term _____ refers to the use of outside vendors to produce goods and services that were formerly produced in-house.

What are the different criteria involved in the selection of a vendor in a business buying process?