Exam 6: Business Marketing

Business buyers use a variety of criteria to evaluate alternative products and suppliers.The three most important criteria,in order of importance,are usually:

Since it has been medically proven that watching fish reduces anxiety,many physicians' offices have installed large fish tanks in their waiting rooms.There has been a tank in Dr.McKinnon's office for six years.Yesterday,his receptionist went to the pet store and purchased three replacement goldfish after a patient commented on the fact there were no living fish in the aquarium.Which of the following statements correctly describes the buying center?

_____ is the bargaining between buyers and sellers on product specification,delivery dates,payment terms,and other pricing matters and is commonplace in business marketing.

Hensley Poultry is a wholesaler that buys poultry food and health products from Provini,Inc.,feeding systems from Big Dutchman,Inc,and incubation systems from Copca Corp,which it then sells to poultry producers and farmers' cooperatives in Iowa.Hensley Poultry could be best classified as a(n):

Unlike consumer product channels of distribution,which usually have one or more intermediaries,channels of distribution for business products are often direct.

Oscar O'hara sells printing presses ranging in price from $29,000 to $500,000 to sign manufacturers.He wants to stimulate business among some of his customers who cannot afford to buy his printing presses,but who would like to be able to use one of these printing presses in their sign businesses.Which of the following actions is most appropriate in this example?

Kate Lui developed bread mixes that she could use to make bread for her diabetic daughter.She initially sold the bread mixes to friends and friends of friends,but she has gradually changed her customer base.Her bread mixes are now sold to a catalog retailer that markets her mixes nationwide.With this change in customers,Lui should expect:

Which of the following is the BEST example of an institution market?

A Brazilian manufacturer of solar cells used as a renewable source of energy in all types of structures would like to begin distribution and sales in the United States,Canada,and Mexico.The manufacturer has hired you to investigate NAICS data for such products in North America.What is the NAICS system? What other helpful kinds of information can be found in this source?

Which type of customer do business marketers NOT serve?

Since it has been medically proven that watching fish reduces anxiety,many physicians' offices have installed large fish tanks in their waiting rooms.There has been a tank in Dr.McKinnon's office for six years.Yesterday,his receptionist went to the pet store and purchased 3 replacement goldfish for $3.30.This purchase was most likely an example of a _____ buying situation.

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 Etruscan Railing Company.Etruscan Railing sells:

South-Western Publishing sells its business textbooks to college bookstores,which in turn sell the books to students.South-Western is engaged in business marketing.

The buying center:

If a business needs a particular good or service and decides to look among its own customers for a provider of that good or service,the business is:

Briefly describe the four major categories of customers in business marketing.Give examples of companies or organizations in each category.

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.The role Lee played in the laptop computer purchase was:

Personal selling is pervasive in organizational markets because:

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 Etruscan Railing Company.When Etruscan sells railings to refurbish a private university's football stadium,it is selling to a(n):

For a police department,revolvers,computer,printers,fax machines,and patrol vehicles are all examples of _____ because they are shown as expenses on the yearly accounting statements.