Question 1

Which of the following information can be used by a manufacturers searching for the location for a new factory?

Accepted Answer

A)  Just like individual consumers,business consumers are dispersed proportionally across the United States,and location does not matter. 
B)  The company's best location will be in the geographic center of the United States. 
C)  Its salespeople will have to travel throughout all of the fifty states because business consumers are widely dispersed. 
D)  More than half of U.S.industrial buyers operate in seven states. 
E)  The new facility should be located in New York or California because over half of the nation's industrial buyers are in those two states. 
A)  Just like individual consumers,business consumers are dispersed proportionally across the United States,and location does not matter. 
B)  The company's best location will be in the geographic center of the United States. 
C)  Its salespeople will have to travel throughout all of the fifty states because business consumers are widely dispersed. 
D)  More than half of U.S.industrial buyers operate in seven states. 
E)  The new facility should be located in New York or California because over half of the nation's industrial buyers are in those two states. D

Question 2

You overhear a salesperson saying,"I don't do anything with my straight-rebuy customers because they don't expect any service." Comment on his statement.

Accepted Answer

Suppliers and their sales staff must remember not to take straight-rebuy relationships for granted.Retaining existing customers is much easier than attracting new ones.The salesperson's statements indicates that unless he changes his attitude,his buyers may go purchase from another source.

Question 3

White Wave is a small company that manufactures several flavors of soy milk coffee creamers for people who are lactose-intolerant.White Wave typically places large orders for soy to manufacture its creamer.This order size is an example of _____ and would give White Wave an advantage over other buyers of soy.

Accepted Answer

A)  purchase volume 
B)  joint demand 
C)  fluctuating demand 
D)  sales volume 
E)  multiplier effect 
A)  purchase volume 
B)  joint demand 
C)  fluctuating demand 
D)  sales volume 
E)  multiplier effect A

Question 4

The single largest customer in the world is the U.S.federal government.

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

A)  use reciprocity less 
B)  purchase in much smaller quantities 
C)  buy products that have a reduced probability of being affected by derived demand 
D)  generate more stable demand trends 
E)  be much more geographically concentrated 
A)  use reciprocity less 
B)  purchase in much smaller quantities 
C)  buy products that have a reduced probability of being affected by derived demand 
D)  generate more stable demand trends 
E)  be much more geographically concentrated

Question 6

Business customers have different wants and needs than consumers,based on the characteristics of business purchases.Name three different needs of business-to-business customers.Are there any ways that business purchasing behavior is similar to consumer buying behavior? If so,describe the similarities.

Accepted Answer

Business customers prefer to buy in larg

Question 7

The Internet has eliminated the need for distributors.

Accepted Answer

A) True 
 B)False

Question 8

SCENARIOS
Etruscan Railing Company
Etruscan Railing Company makes railing that is used in sports arenas,down nursing home corridors,in queue houses at amusement parks,and many other places that are not as obvious.Its railing is molded into bicycle racks.You may also see city governments using the railing to make walkways over ravines and creek banks safer for pedestrian traffic.Hospitals also use the railing in their physical therapy departments,to keep the lines straight in the hospital cafeteria,and to prevent patients from falling out of hospital beds.
-Refer to Laptop Computers.Which roles are the salespeople playing in the decision-making process for the computer laptops?

Accepted Answer

A)  initiators 
B)  gatekeepers 
C)  deciders 
D)  purchasers 
E)  users 
A)  initiators 
B)  gatekeepers 
C)  deciders 
D)  purchasers 
E)  users

Question 9

_____ are NOT one of the roles found within a buying center.

Accepted Answer

A)  Influencers/Evaluators 
B)  Gatekeepers 
C)  Suppliers 
D)  Users 
E)  Initiators 
A)  Influencers/Evaluators 
B)  Gatekeepers 
C)  Suppliers 
D)  Users 
E)  Initiators

Question 10

You are assistant marketing research director of J.E.Grote Company,Inc.,a manufacturer of meat processing equipment.How can you find out who is in the buying center at Walrose,a company that makes heat-and-serve meals that feature sliced chicken and/or turkey?

Accepted Answer

A)  Look at the formal organization chart of Walrose. 
B)  Get a copy of Walrose's phone directory,where all buying center members are listed. 
C)  Contact the operators of the meat processing equipment used at Walrose,and probe them as to who was involved in the purchase of their present equipment. 
D)  Locate the decider at Walrose and that will constitute the sole name that will be a member of their buying center. 
E)  Wait for Walrose to make a formal announcement of who will be placed on the Buyer Center Committee. 
A)  Look at the formal organization chart of Walrose. 
B)  Get a copy of Walrose's phone directory,where all buying center members are listed. 
C)  Contact the operators of the meat processing equipment used at Walrose,and probe them as to who was involved in the purchase of their present equipment. 
D)  Locate the decider at Walrose and that will constitute the sole name that will be a member of their buying center. 
E)  Wait for Walrose to make a formal announcement of who will be placed on the Buyer Center Committee.

Question 11

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:

Accepted Answer

A)  resistant 
B)  inelastic 
C)  derived 
D)  elastic 
E)  bundled 
A)  resistant 
B)  inelastic 
C)  derived 
D)  elastic 
E)  bundled

Question 12

A small police department wants to buy a machine with which it can perform alcohol breath tests.It has never had this capability before but feels it is an essential tool as the community grows.The machine costs about $5,000,which is almost 75 percent of the department's entire supply budget.This purchase would be an example of a(n)_____ situation.

Accepted Answer

A)  extensive buying 
B)  low-involvement buying 
C)  new-buy 
D)  modified-rebuy 
E)  straight-rebuy 
A)  extensive buying 
B)  low-involvement buying 
C)  new-buy 
D)  modified-rebuy 
E)  straight-rebuy

Question 13

Several of the world's largest telecommunications equipment manufacturers are working together to build devices that will speed global Internet communications.This is an example of a strategic alliance.

Accepted Answer

A) True 
 B)False

Question 14

BidFair.com is an Internet company where nurses who want to work extra shifts can list their names,credentials,experience,and their salary requirements.Hospitals and assisted living centers can use this site to locate temporary nursing staff.Hospitals pay a small fee each time they hire a nurse from this site.BidFair.com is an example of a(n):

Accepted Answer

A)  service integrator 
B)  job source 
C)  business service 
D)  extended service 
E)  component service 
A)  service integrator 
B)  job source 
C)  business service 
D)  extended service 
E)  component service

Question 15

White Wave is a small company that manufactures several flavors of soy milk coffee creamers for people who are lactose-intolerant.For White Wave,unflavored soy milk,which was made from soybeans,is a(n)

Accepted Answer

A)  accessory equipment 
B)  fabricating material 
C)  component part 
D)  integrated material 
E)  processed material 
A)  accessory equipment 
B)  fabricating material 
C)  component part 
D)  integrated material 
E)  processed material

Question 16

Business marketing does NOT include goods and services that:

Accepted Answer

A)  become part of another product 
B)  are used to manufacture other products 
C)  are used for personal consumption 
D)  facilitate the normal operations of an organization 
E)  are acquired for resale 
A)  become part of another product 
B)  are used to manufacture other products 
C)  are used for personal consumption 
D)  facilitate the normal operations of an organization 
E)  are acquired for resale

Question 17

A keiretsu is an example of how strategic alliances can make efficient use of relationship marketing.

Accepted Answer

A) True 
 B)False

Question 18

Store mannequins,notebook computers,fax machine,and grocery carts are typically classified as _____ because they are not expensive,have short useful lives,and are frequently purchased from local distributors.

Accepted Answer

A)  accessory equipment 
B)  mobile equipment 
C)  component parts 
D)  processed materials 
E)  supplies 
A)  accessory equipment 
B)  mobile equipment 
C)  component parts 
D)  processed materials 
E)  supplies

Question 19

A cooperative agreement between business firms is a:

Accepted Answer

A)  shared capital contract 
B)  global partner development strategy 
C)  strategic alliance 
D)  joint contract 
E)  comarketing effort 
A)  shared capital contract 
B)  global partner development strategy 
C)  strategic alliance 
D)  joint contract 
E)  comarketing effort

Question 20

The demand for consumer goods often affects the demand for business products.This characteristic of business markets is called _____ demand.

Accepted Answer

A)  elastic 
B)  inelastic 
C)  fluctuating 
D)  derived 
E)  joint 
A)  elastic 
B)  inelastic 
C)  fluctuating 
D)  derived 
E)  joint

Which of the following information can be used by a manufacturers searching for the location for a new factory?

You overhear a salesperson saying,"I don't do anything with my straight-rebuy customers because they don't expect any service." Comment on his statement.

The single largest customer in the world is the U.S.federal government.

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

The Internet has eliminated the need for distributors.

_____ are NOT one of the roles found within a buying center.

You are assistant marketing research director of J.E.Grote Company,Inc.,a manufacturer of meat processing equipment.How can you find out who is in the buying center at Walrose,a company that makes heat-and-serve meals that feature sliced chicken and/or turkey?

Several of the world's largest telecommunications equipment manufacturers are working together to build devices that will speed global Internet communications.This is an example of a strategic alliance.

White Wave is a small company that manufactures several flavors of soy milk coffee creamers for people who are lactose-intolerant.For White Wave,unflavored soy milk,which was made from soybeans,is a(n)

Business marketing does NOT include goods and services that:

A keiretsu is an example of how strategic alliances can make efficient use of relationship marketing.

Store mannequins,notebook computers,fax machine,and grocery carts are typically classified as _____ because they are not expensive,have short useful lives,and are frequently purchased from local distributors.

A cooperative agreement between business firms is a:

The demand for consumer goods often affects the demand for business products.This characteristic of business markets is called _____ demand.

An Overview of Marketing

Strategic Planning for Competitive Advantag

Social Responsibility, ethics, and the Marketing Environment

Developing a Global Vision27

Consumer Decision Making

Segmenting and Targeting Markets

Decision Support Systems and Marketing Research

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Marketing Channels and Supply Chain Management

Retailing

Integrated Marketing Communications

Advertising and Public Relations

Sales Promotion and Personal Selling

Pricing Concepts

Setting the Right Price

Internet Marketing

Customer Relationship Management

Filters

Exam 6: Business Marketing

Which of the following information can be used by a manufacturers searching for the location for a new factory?

You overhear a salesperson saying,"I don't do anything with my straight-rebuy customers because they don't expect any service." Comment on his statement.

The single largest customer in the world is the U.S.federal government.

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

The Internet has eliminated the need for distributors.

_____ are NOT one of the roles found within a buying center.

You are assistant marketing research director of J.E.Grote Company,Inc.,a manufacturer of meat processing equipment.How can you find out who is in the buying center at Walrose,a company that makes heat-and-serve meals that feature sliced chicken and/or turkey?

Several of the world's largest telecommunications equipment manufacturers are working together to build devices that will speed global Internet communications.This is an example of a strategic alliance.

White Wave is a small company that manufactures several flavors of soy milk coffee creamers for people who are lactose-intolerant.For White Wave,unflavored soy milk,which was made from soybeans,is a(n)

Business marketing does NOT include goods and services that:

A keiretsu is an example of how strategic alliances can make efficient use of relationship marketing.

Store mannequins,notebook computers,fax machine,and grocery carts are typically classified as _____ because they are not expensive,have short useful lives,and are frequently purchased from local distributors.

A cooperative agreement between business firms is a:

The demand for consumer goods often affects the demand for business products.This characteristic of business markets is called _____ demand.

An Overview of Marketing

Strategic Planning for Competitive Advantag

Social Responsibility, ethics, and the Marketing Environment

Developing a Global Vision27

Consumer Decision Making

Segmenting and Targeting Markets

Decision Support Systems and Marketing Research

Product Concepts

Developing and Managing Products

Services and Nonprofit Organization Marketing

Marketing Channels and Supply Chain Management

Retailing

Integrated Marketing Communications

Advertising and Public Relations

Sales Promotion and Personal Selling

Pricing Concepts

Setting the Right Price

Internet Marketing

Customer Relationship Management

Filters