Exam 6: Business Marketing

Parrish Farms provides organic groceries with fruits and vegetables that have been grown without the use of pesticides or chemical fertilizers.Parrish Farms is a supplier of:

Parking garages,$500,000 printing presses,privately owner warehouses,and oil well drilling platforms are depreciated over time rather than expensed in the year they are purchased.These are classified as:

As a result of the _____,a small increase or decrease in consumer demand can produce a much larger change in demand for the facilities and equipment needed to manufacture the consumer product.

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.Lee,Arno,Talbot,and the company's sales force were all involved in the decision-making process for the laptop computer purchase.These people represent a:

A new-buy situation refers to the:

The distribution structure in business marketing typically:

Since GE began accepting bids via the Internet,the length of the bidding process in GE's lighting division has been reduced from 21 days to 10.Since requesting the bids is easier,purchasing agents approach more potential vendors.The ability to locate more vendors has lowered the cost of goods by 5 to 15 percent.GE's experience illustrates:

Grote manufactures a slicing machine for any boneless food.The machine will cut up to 1,200 slices per minute and is portable in that it can be rolled out of the work area when it is not in use.The wheels are especially made to meet federal safety requirements.A decline in the availability of the specialized wheels will slow down the production of the slicing machines and in turn reduce the sales of the blades that fit in the machine.A condition of _____ demand exists.

For several years,the California Association of Pistachio Growers (CAPG)has purchased decorative tins for shipping its products from Decorative Arts,Inc.CAPG likes the attractiveness of the Decorative Arts tins but wants to have metal dividers added to the tins it buys.This would be an example of a new buy

The _____ is the member of the buying center who regulates the flow of information.

It is important that marketers understand the classification of the business product they are selling because:

Which of the following is the best example of a modified rebuy situation?

Most business marketers emphasize personal selling as their primary communications tool.

The U.S.government is:

Although customer service has in the past been an important factor in business buyer-seller relationships,its importance has been waning in the last decade.

A _____ buying situation is normally less critical and less time-consuming than a new-buy situation.

Assume you are the vice-president of marketing in a medium-sized company that includes the following departments: marketing,finance,purchasing,data processing,and production.The sales force manager has mentioned to you that one of the salespersons thought laptop computers would help the sales force become more efficient.The sales manager requests that ten laptops be purchased.Illustrate the six buying decision roles that would take place for the purchase of these laptops.

A company that uses a Grote brand meat slicing machine typically buys a replacement blade once a year and has done so for the last five years.There is a new company that is offering a $200 blade for the Grote machine that is less expensive than buying one from Grote (a savings of about $50).It is time to buy a new blade,and you are in charge of the purchase.You will be most likely engaging in a:

When the owner of a security company decided he wanted to buy new office furniture,he checked his customer list first for office furniture retailers.He discovered that four companies that sold office furniture were regular customers.He chose to buy his furniture from the retailer that was his largest account.This purchase is:

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.Roger Bossard,the White Sox head groundskeeper,most likely did NOT assume which of the following buying center roles since he has the authority to buy whatever needed to make the baseball field the best playing surface possible?