Question 1

Which of the following is a challenge in which business marketers differ from the consumer marketers?

Accepted Answer

A)  understanding deep customer needs in new ways 
B)  identifying new opportunities for organic business growth 
C)  geographically concentrated buyers 
D)  calculating better marketing performance and accountability metrics 
E)  competing and growing in global markets, particularly China

Question 2

With respect to e-procurement,which of the two types of e-hubs are Web sites organized around?

Accepted Answer

A)  vertical and horizontal hubs 
B)  vertical and functional hubs 
C)  functional hubs and organizational hubs 
D)  supplier and user hubs 
E)  manufacturer and supplier hubs

Question 3

Which of the following relationships is characterized by much trust and commitment leading to a true partnership?

Accepted Answer

A)  mutually adaptive 
B)  collaborative 
C)  basic buying and selling 
D)  customer supply 
E)  cooperative systems

Question 4

Small sellers concentrate on multilevel in-depth selling instead of reaching the key buying influencers.

Accepted Answer

A) True 
 B)False

Question 5

Explain the term opportunism with respect to business relationships.

Accepted Answer

The answer of Explain the term opportunism with respect to...

Question 6

Which of the following is true for business marketers?

Accepted Answer

A)  They deal with more and larger buyers than consumer marketers. 
B)  They deal with more and smaller buyers than consumer marketers. 
C)  They deal with fewer and larger buyers than consumer marketers. 
D)  They deal with fewer and smaller buyers than consumer marketers. 
E)  They deal with the same kind of buyers as consumer marketers.

Question 7

Business buyers may get new ideas at a trade show,see an ad,or receive a call from a sales representative who offers a better product or a lower price compared to the current in-supplier.These situations spur the ________ stage.

Accepted Answer

A)  problem recognition 
B)  general need description 
C)  order-routine specification 
D)  supplier search 
E)  performance review

Question 8

In the ________ category of buyer-supplier relationship,although bonded by a close,cooperative relationship,the seller adapts to meet the customer's needs without expecting much adaptation or change on the part of the customer in exchange.

Accepted Answer

A)  contractual transaction 
B)  cooperative system 
C)  collaborative 
D)  mutually adaptive 
E)  customer is king

Question 9

If Ampex Support Systems is the single supplier for a local manufacturing company's MRO (maintenance,repair,operating)supplies and needs,Ampex Support Systems is considered as providing ________ for the manufacturer.

Accepted Answer

A)  guided selling 
B)  purchasing support 
C)  turnkey logistics 
D)  decision support 
E)  systems contracting

Question 10

In which of the following is a person performing the role of a gatekeeper?

Accepted Answer

A)  Dan decides on the product requirements and makes the final choice of suppliers. 
B)  Luke has the authority to pick out the supplier and negotiate the terms of purchase. 
C)  Liam heads the Tech team at LKG and provides information for evaluating the possible alternatives. 
D)  LKG gets many calls from potential suppliers, and it is Leah's job to weed out the good prospects and refer them to others in LKG. 
E)  Dana authorizes the actions of the deciders and buyers in LKG.

Question 11

Kenilworth Inc.is shifting from its rented four-room office to a standalone office building owned by the company itself.This can be classified as a ________.

Accepted Answer

A)  modified rebuy 
B)  regular buy 
C)  straight rebuy 
D)  new rebuy 
E)  new task

Question 12

If you performed the role of the ________ in a buying center,you would be the person that has the power to prevent sellers or information from reaching other members of the buying center.

Accepted Answer

A)  initiator 
B)  influencer 
C)  decider 
D)  gatekeeper 
E)  approver

Question 13

Sellers benefit from systems contracting through lower operating costs as a result of steady demand and reduced paperwork.

Accepted Answer

A) True 
 B)False

Question 14

The demand for business goods is ultimately derived from the demand for ________.

Accepted Answer

A)  raw materials 
B)  consumer goods 
C)  services 
D)  business solutions 
E)  e-commerce

Question 15

Which of the following is a step in the straight rebuy buyclass?

Accepted Answer

A)  problem recognition 
B)  general need description 
C)  product specification 
D)  supplier search 
E)  proposal solicitation

Question 16

Praxair Limited is a supplier of synthetic graphite to a number of electrode manufacturers in the U.S.Its customers have shifted their ordering responsibilities to Praxair and the company regularly monitors its customer's inventory levels and has taken responsibility for replenishing the supplies automatically through continuous replenishment programs.Which of the following systems do Praxair and its customers follow with respect to order-routine specification?

Accepted Answer

A)  Supplier Added Value Effort ($AV
E)  
B)  Vendor Managed Inventory (VMI) 
C)  Direct Concentrated Buying (DC
B)  
D)  Supplier Performance Management (SPM) 
E)  Product Value Analysis (PV
A)

Question 17

The business marketer normally deals with far fewer,much larger buyers than the consumer marketer does.

Accepted Answer

A) True 
 B)False

Question 18

In the purchasing decision process,the major role of ________ is in selecting vendors and negotiating.

Accepted Answer

A)  gatekeepers 
B)  buyers 
C)  initiators 
D)  approvers 
E)  deciders

Question 19

In buying alliances,participants offer to trade goods or services.

Accepted Answer

A) True 
 B)False

Question 20

According to research studies,the closest relationships between customers and suppliers arise when ________.

Accepted Answer

A)  supply is important to the customer and there were procurement obstacles 
B)  procurement is simple 
C)  there are many undifferentiated vendors in the marketplace 
D)  the customer is highly price sensitive 
E)  the suppliers charge a premium for their products

Exam 6: Analyzing Business Markets

Which of the following is a challenge in which business marketers differ from the consumer marketers?

With respect to e-procurement,which of the two types of e-hubs are Web sites organized around?

Which of the following relationships is characterized by much trust and commitment leading to a true partnership?

Small sellers concentrate on multilevel in-depth selling instead of reaching the key buying influencers.

Explain the term opportunism with respect to business relationships.

Which of the following is true for business marketers?

Business buyers may get new ideas at a trade show,see an ad,or receive a call from a sales representative who offers a better product or a lower price compared to the current in-supplier.These situations spur the ________ stage.

In the ________ category of buyer-supplier relationship,although bonded by a close,cooperative relationship,the seller adapts to meet the customer's needs without expecting much adaptation or change on the part of the customer in exchange.

If Ampex Support Systems is the single supplier for a local manufacturing company's MRO (maintenance,repair,operating) supplies and needs,Ampex Support Systems is considered as providing ________ for the manufacturer.

In which of the following is a person performing the role of a gatekeeper?

Kenilworth Inc.is shifting from its rented four-room office to a standalone office building owned by the company itself.This can be classified as a ________.

If you performed the role of the ________ in a buying center,you would be the person that has the power to prevent sellers or information from reaching other members of the buying center.

Sellers benefit from systems contracting through lower operating costs as a result of steady demand and reduced paperwork.

The demand for business goods is ultimately derived from the demand for ________.

Which of the following is a step in the straight rebuy buyclass?

The business marketer normally deals with far fewer,much larger buyers than the consumer marketer does.

In the purchasing decision process,the major role of ________ is in selecting vendors and negotiating.

In buying alliances,participants offer to trade goods or services.

According to research studies,the closest relationships between customers and suppliers arise when ________.