Exam 7: Business-To-Business B2bmarketing

_____ involves movement of high-wage jobs from one country to lower-cost overseas locations.

Match each item with the correct statement below. -_____ is the practice of buying from suppliers who are also customers.

Jamie owns an engineering firm that provides engineering and design services to Fortune 500 firms.Jamie has several offices in the United States and also employs engineers in India so his firm can provide services to his customers 24 hours each day.Jamie is using _______ by employing engineers in India.

Brooke is a pastry chef in a fine dining restaurant and enjoys creating one-of-a-kind desserts for the customers.She recently graduated from pastry school and this is her first full-time job in a restaurant.Brooke reports to the head chef,Brandon who oversees the kitchen and is responsible for creating the menu,managing and hiring staff,and placing orders for supplies.Brooke mentioned to Brandon that she would like to have gluten free flour on stock so she can create desserts that would meet the dietary needs of customers who have gluten allergies.Brandon thought that was a great idea and appreciated Brooke's recommendation.What role in the buying center did Brooke play regarding her discussion with Brandon about flour?

Organizational buyers engage in multiple sourcing to:

Aitzen Systems sources all the required components and raw materials necessary for making a computer system from various suppliers in the country and assembles them to create a final product.Aitzen is engaging in multiple sourcing.

You are a sales representative for a major computer products company in Nashville,Tennessee.Lowe's Home Improvement is one of your major clients and you like to entertain the company's employees regularly to maintain good business relationships.Because you do not have an unlimited entertainment budget,you must be selective in regard to the company employees whom you entertain.You want to make sure you are getting the greatest benefit for your entertainment dollars.You have found that the most influential people in the company are those who control the flow of information to everyone else in the organization.These are the people you want to spend your time and money entertaining.Based on this finding,you should:​

Toyota uses steel in the manufacturing process of automobiles in factories around the world.The price of steel may vary at different times throughout the year but Toyota only purchases the amount of steel needed to maintain their output goals at each facility.Thus,if the price increases,Toyota continues to purchase the amount of steel needed to build the number of cars they have determined to build.For Toyota,the demand for steel is most likely:

Organizational buyers tend to have much more precise and complex requirements for goods and services than ultimate consumers.

Efforts to restore worn-out products to like-new condition is called _____.

Which of the following service sectors was newly created by the NAICS to better reflect the economy of the 21st century?

Texas Instruments produces electronic chips used in a variety of devices,from cell phones to hand calculators.The specifications of the chips change depending on the final product in which they are utilized.The company is most likely to segment its customers based on:

Connor is an account manager or sales representative with Sherwin Williams.He typically calls on facility managers in hospitals,office buildings,apartment complexes and schools to discuss their paint and specialty coating needs.He's talking with his aunt at Thanksgiving and trying to explain the difference between his role as a sales representative and the counter or inside sales representative that his aunt might encounter within the Sherwin Williams retail store.Which of the following characteristics might be true for Connor in his role as a B2B sales representative with Sherwin Williams?

Relationships in consumer markets are often more complex than those in business-to-business markets.

Personal selling plays a much bigger role in consumer markets than in business markets.

Personal selling skills and user preferences carry more weight in decentralized purchasing situations than in centralized buying.

Which of the following inventory practices seeks to boost efficiency by cutting inventories to absolute minimum levels?

Outsourcing and offshoring have the potential to slow a company's efforts in bringing new products to market.

Purchases made under cost-reimbursement contracts offer more profit potential to the government than the fixed price contracts.

With the help of customer relationship management systems,businesses can segment their customers in terms of the stage of the relationship between the business and the customer.