Question 1

Lion's Leather Corp. buys leather from China and sells it to clothing manufacturers in the United States. Lion's Leather Corp. is a retailer.

Accepted Answer

A) True 
 B)False

Question 2

The World Trade Organization creates proposals that are then discussed by more than 150 member countries and not approved until the proposal is agreeable to all. Describe the type of organizational culture that exists in the WTO.

Accepted Answer

The answer of The World Trade Organization creates proposals that...

Question 3

A ________ is a type of reseller, a business that buys from other businesses but does not significantly alter the form of the products it buys.

Accepted Answer

A) manufacturer 
B) producer 
C) consumer 
D) wholesaler 
E) factory

Question 4

Flamingo University is buying a distance learning system. Previously, the school had no distance learning technology. For Flamingo University this represents a(n)________ situation.

Accepted Answer

A) adapted buy 
B) modified rebuy 
C) straight rebuy 
D) new buy 
E) generic buy

Question 5

Not knowing the roles of key players in the buying process could cause a sales representative to

Accepted Answer

A) bid too high a quantity. 
B) fail the vendor analysis. 
C) respond to an RFP too quickly. 
D) waste time and alienate people. 
E) misdirect his or her product.

Question 6

Sil-Fiber Corp. needs equipment to install swimming pool liners for an entire hotel chain. After a vendor is chosen, Maria will handle the paperwork and send out the purchase order. Maria plays the role of ________ in the buying center.

Accepted Answer

A) buyer 
B) initiator 
C) influencer 
D) user 
E) gatekeeper

Question 7

How are the B2B and B2C buying processes different?

Accepted Answer

The answer of How are the B2B and B2C buying...

Question 8

Kaeko has developed a successful business selling home security systems to homebuilders. She carefully monitors the issuance of new home permits to anticipate how many systems she will need to buy in order to supply her customers. Kaeko is concerned with ________ demand.

Accepted Answer

A) modified 
B) secondary 
C) rebuy 
D) derived 
E) delayed

Question 9

Consultative buying centers use one person to make a decision but solicit input from others before doing so.

Accepted Answer

A) True 
 B)False

Question 10

In most large organizations, several people are responsible for making a purchase decision. This group is called the

Accepted Answer

A) supply chain. 
B) reselling team. 
C) decider group. 
D) buying center. 
E) expediters.

Question 11

What is an example of an institutional buyer?

Accepted Answer

A) Boston College 
B) Procter & Gamble 
C) U)S. Marine Corps 
D) Nucor Steel Corporation 
E) Walmart

Question 12

Create a realistic example of a B2B buying center, describing the different roles played by members of the team.

Accepted Answer

The answer of Create a realistic example of a B2B...

Question 13

BrettPark High School decides to sponsor a rugby team. It is in the process of considering where to buy the uniforms. This is a ________ situation.

Accepted Answer

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

Question 14

Kendrik is the director of human resources for a small film production firm. He has a strong personal interest in technology and is known throughout the firm as the one with the most knowledge about new kinds of audio equipment. If the firm decides to upgrade its audio equipment, Kendrik will probably function in what role in the firm's buying center?

Accepted Answer

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

Question 15

Manufacturers like Volkswagen often have testing departments that test incoming parts and supplies. The primary reason for these premanufacturing tests is to avoid using faulty materials in the manufacturing process that can cause major problems later. How might Volkswagen also use these results in the business-to-business buying process?

Accepted Answer

The answer of Manufacturers like Volkswagen often have testing departments...

Question 16

Structured proposals are expected by consumers in the B2C process.

Accepted Answer

A) True 
 B)False

Question 17

Nick wants his company to consider using Vonage for VOIP telephone calls instead of its existing telephone provider. He approaches his supervisor, the telecom manager, and suggests this change. Describe the role that Nick plays in the buying center concept.

Accepted Answer

The answer of Nick wants his company to consider using...

Question 18

Marta knows it is important to approach business buyers at the right time, often during the first stage of their buying process, which is

Accepted Answer

A) need recognition. 
B) the RFP process. 
C) proposal analysis. 
D) vendor negotiation and selection. 
E) product specification.

Question 19

According to office policy and procedure at William's Supply Corp., any purchase requests that are $3,000 and over must be given to Michael Forster, who will obtain authorization from the chief financial officer. Michael serves as a(n)________ in the buying center.

Accepted Answer

A) gatekeeper 
B) decider 
C) buyer 
D) user 
E) initiator

Question 20

The surgeon at the hospital is the decider in the buying process of surgical equipment.

Accepted Answer

A) True 
 B)False

Exam 7: Business-To-Business Marketing

Lion's Leather Corp. buys leather from China and sells it to clothing manufacturers in the United States. Lion's Leather Corp. is a retailer.

The World Trade Organization creates proposals that are then discussed by more than 150 member countries and not approved until the proposal is agreeable to all. Describe the type of organizational culture that exists in the WTO.

A ________ is a type of reseller, a business that buys from other businesses but does not significantly alter the form of the products it buys.

Flamingo University is buying a distance learning system. Previously, the school had no distance learning technology. For Flamingo University this represents a(n) ________ situation.

Not knowing the roles of key players in the buying process could cause a sales representative to

Sil-Fiber Corp. needs equipment to install swimming pool liners for an entire hotel chain. After a vendor is chosen, Maria will handle the paperwork and send out the purchase order. Maria plays the role of ________ in the buying center.

How are the B2B and B2C buying processes different?

Kaeko has developed a successful business selling home security systems to homebuilders. She carefully monitors the issuance of new home permits to anticipate how many systems she will need to buy in order to supply her customers. Kaeko is concerned with ________ demand.

Consultative buying centers use one person to make a decision but solicit input from others before doing so.

In most large organizations, several people are responsible for making a purchase decision. This group is called the

What is an example of an institutional buyer?

Create a realistic example of a B2B buying center, describing the different roles played by members of the team.

BrettPark High School decides to sponsor a rugby team. It is in the process of considering where to buy the uniforms. This is a ________ situation.

Structured proposals are expected by consumers in the B2C process.

Nick wants his company to consider using Vonage for VOIP telephone calls instead of its existing telephone provider. He approaches his supervisor, the telecom manager, and suggests this change. Describe the role that Nick plays in the buying center concept.

Marta knows it is important to approach business buyers at the right time, often during the first stage of their buying process, which is

According to office policy and procedure at William's Supply Corp., any purchase requests that are $3,000 and over must be given to Michael Forster, who will obtain authorization from the chief financial officer. Michael serves as a(n) ________ in the buying center.

The surgeon at the hospital is the decider in the buying process of surgical equipment.