Question 1

________ is the stage of an industrial buying process in which the buying organization decides on and specifies the best technical product characteristics for a needed item.

Accepted Answer

A)   Product selection
B)   Product evaluation
C)   Product solicitation
D)   Product specification D

Question 2

In most associations the elected president is in charge of arranging association meetings.

Accepted Answer

A) True 
 B)False  False

Question 3

Incentive travel, a unique subset of corporate group business, is a reward participants receive for ________.

Accepted Answer

A)   Winning a lottery
B)   Attending a timeshare presentation
C)   Achieving or exceeding a goal
D)   Winning a lottery or sweepstakes C

Question 4

SMERF stands for:

Accepted Answer

A)   Social, medical, educational, religious, and fraternal organizations
B)   Social, medical, educational, racial, and fraternal organizations
C)   Social, military, educational, racial, and fraternal organizations
D)   Social, military, educational, religious, and fraternal organizations

Question 5

There are almost ________ conventions held each year in the United States.

Accepted Answer

A)   14,000
B)   15,000
C)   16,000
D)   25,000

Question 6

The total demand for many business products that is not affected much by price changes is called:

Accepted Answer

A)   Inelastic demand
B)   Determined demand
C)   Derived demand
D)   Induced demand

Question 7

Those individuals that have the power to prevent sellers from reaching the buying center are called:

Accepted Answer

A)   Influencers
B)   Deciders
C)   Gatekeepers
D)   Approvers

Question 8

There are four main categories of group business. Briefly describe each.

Accepted Answer

The answer of There are four main categories of group...

Question 9

Compared with consumer purchases, a business purchase usually involves more buyers and more professional effort.

Accepted Answer

A) True 
 B)False

Question 10

________ is a command performance for employees of a company.

Accepted Answer

A)   A Convention
B)   A Meeting
C)   A Corporate meeting
D)   Incentive travel

Question 11

Which of the following is NOT an influence on organizational buying?

Accepted Answer

A)   Individual factors
B)   Interpersonal factors
C)   Organizational factors
D)   Technological factors

Question 12

The Convention Industry Council (CIC) is made up of thirty member organizations that represent both buyers and suppliers to the meetings industry. They recently developed the APEX system, which stands for:

Accepted Answer

A)   Accepted Practices Exchange
B)   Automated Purveyor Exchange
C)   Automated Purchasing Exchange
D)   Accepted Purchase Exchange

Question 13

The LEED Green Building Rating System provides design guidelines for environmentally friendly buildings. LEED stands for:

Accepted Answer

A)   Leadership in Energy and Environmental Design
B)   Learning in Energy and Environmental Design
C)   Leadership in Evaluating Environmental Design
D)   Learning in Evaluating Environmental Design

Question 14

When meeting planners review proposals for a convention site and start to evaluate such features as sleeping rooms and meeting rooms, they are engaged in which stage of the buygrid framework?

Accepted Answer

A)   Performance review
B)   Proposal solution
C)   Order-routine specification
D)   Supplier selection

Question 15

What are the typical roles played by the various participants in the organizational buying process?

Accepted Answer

The answer of What are the typical roles played by...

Question 16

What does a company whose product's demand is derived face in the market?

Accepted Answer

The answer of What does a company whose product's demand...

Question 17

Users, Influencers, Approvers, Buyers, Gatekeepers are participants in the:

Accepted Answer

A)   Organizational Buying Process
B)   Organizational Convention Process
C)   Organizational Decision making process
D)   Organizational chart

Question 18

Which of the following provides a strong to definite repeat sales opportunity?

Accepted Answer

A)   Conventions
B)   Conferences
C)   Seminars
D)   Meetings

Question 19

Convention delegates stay an average of 3.6 days and spend an average of just over $1,500 per event. This market is ________ price sensitive.

Accepted Answer

A)   Highly
B)   Somewhat
C)   Least
D)   Occasionally

Question 20

Conventions are a specialty market requiring few meeting facilities.

Accepted Answer