Exam 6: Business Marketing

Ben works for the State of Mississippi as a advocate of state growth and development.He devises ways to encourage businesses to relocate in the state.In other words,Ben is involved in business marketing.He has compiled a list of potential businesses that might be willing to relocate in Mississippi.Which of the following possible clients should he include in his list?

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 Claxton Fruitcakes.Because demand for raisins to bake into the fruitcakes does not change on the basis of the price fluctuations of dried fruits,Claxton's demand for raisins is an example of _____ demand.

Another commonly used term for accessory equipment is installations.

Business marketers increasingly recognize the importance of _____ as a major component of marketing strategies.

Subaru and GM have been working together on the design for the new Chevy Borrego,a sporty combination of a truck and a car.Subaru allowed Chevy to use its all-wheel drive platform to build the vehicle,and the two car manufacturers worked together to develop the car's turbo-charged,four-cylinder engine.In this example,Subaru and GM working together is an example of a:

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

Explain the four ways demand in business markets differs from demand in consumer markets.

A major segment of the business market is made up of institutions.Marketers should be aware of the differences between institutions and other businesses.Name and briefly describe two of these differences.

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 Lucent Technologies.Lucent Technologies depends on AT&T,but also has found it necessary to form cooperative partnerships with other technology,telecommunications,and software firms,such as Lotus Development.Lucent has found it necessary to form:

Which of the following is the best example of a sale that could only take place in the business market?

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 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 _____ situation because some negotiation about price and quantity must occur each year.

The government uses a system called NAICS to classify North American business establishments.NAICS stands for:

When Tim was calling on a potential customer,he found that the school principal he wanted to see was too busy to meet with him.The principal's secretary offered to look through Tim's product brochures and pass them on to the principal if Tim's product was potentially useful.Which role in the buying center does the secretary have?

Businesses typically enter into strategic alliances to:

NAICS data are helpful for analyzing,segmenting,and targeting markets.The system was developed by:

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 Claxton Fruitcakes.Any company that purchased Claxton fruitcakes to give to its customers would treat this purchase like any other purchase and evaluate the cake and the company in terms of:

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 Baseball Dirt.Some of the dirt sold by Partac Peat goes to make clay tennis court surfaces.As the number of people playing tennis increases so does the demand for new clay courts and,therefore,the demand for Partac Peat clay.This occurs because the demand for Partac Peat is:

Which of the following is NOT an example of an advantage business marketers have because they usually have fewer customers than consumer marketers?

Laminators,Inc.manufactures outdoor signs for business customers in less than one hour using SpecTar equipment and supplies.Laminator would be part of the _____ sector of the business market.

A decline in the availability of tungsten will slow production of light filaments which will in turn reduce the demand for light bulbs.This is an example of fluctuating demand.