Question 1

As a business-to-business marketer,would you prefer to market to a firm with an autocratic or a consensus buying center culture,and why?

Accepted Answer

The answer of As a business-to-business marketer,would you prefer to...

Question 2

Malcolm buys overrun clothing from factories around the South.He sells the clothes to discount retailers.Malcolm is a

Accepted Answer

A)  manufacturer. 
B)  producer. 
C)  consumer. 
D)  factory agent. 
E)  reseller.

Question 3

After need recognition and product specification,many firms using the B2B buying process

Accepted Answer

A)  identify contract specifications. 
B)  issue a request for proposals from invited suppliers. 
C)  proceed to proposal analysis. 
D)  enter vendor negotiation and selection. 
E)  revise their need recognition analysis.

Question 4

B2B partners often connect to each other on the Internet through special __________ designed to facilitate information exchanges and transactions.

Accepted Answer

A)  search engines 
B)  web masters 
C)  web portals 
D)  web routes 
E)  gatekeepers

Question 5

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 6

Which of the following is an example of an institutional buyer?

Accepted Answer

A)  Mayo Clinic Hospital 
B)  Procter & Gamble 
C)  U.S. Marine Corps 
D)  Nucor Steel Corporation 
E)  Walmart

Question 7

When Leanne gave her presentation to the BigDeal buying center team,she focused on answering Beverly's questions,since she is the decision maker.What type of buying center does BigDeal employ?

Accepted Answer

A)  democratic 
B)  consultative 
C)  consensus 
D)  autocratic 
E)  authoritative

Question 8

How is vendor analysis different from a consumer's postpurchase evaluation?

Accepted Answer

The answer of How is vendor analysis different from a...

Question 9

Firms typically repurchase office supplies (paper,ink cartridges,pens,etc.)through straight rebuys on their supplier's website.Should an office supplies sales rep stay in close touch with his or her current customers? Why or why not?

Accepted Answer

A)  No; this is a waste of time since straight rebuys are straightforward and easy to handle. 
B)  No; the sales rep should be looking for new customers instead. 
C)  Yes; straight rebuys require a lot of the sales rep's assistance. 
D)  Yes; the sales rep might learn about a new opportunity in the need recognition stage. 
E)  Yes; history has shown that online reordering can't be trusted.

Question 10

When Val sees the RFP issued by one of his customers,he is concerned that the company has changed its specifications since it placed a previous order with him.His company's products do not meet the new specifications.In this situation,being the current vendor

Accepted Answer

A)  will necessitate renegotiating price and delivery terms. 
B)  allows for a straight rebuy. 
C)  offsets a consensus buying center culture. 
D)  will probably not be an advantage in getting the new order. 
E)  will allow Val to get the order even though his products do not meet the specifications.

Question 11

The buying center for USF Corporation is in the process of discussing price,quality,and delivery schedules with potential suppliers.They are in the __________ stage of the business-to-business buying process.

Accepted Answer

A)  vendor negotiation 
B)  product specification 
C)  need recognition 
D)  vendor performance assessment 
E)  RFP

Question 12

While training for her new job as a pharmaceutical sales representative,Mallory spent several days shadowing an experienced company rep.She watched the rep focusing on the benefits of the new drugs while not volunteering pricing information,side effects,or comparison data.Mallory assumed that this reflected part of the pharmaceutical firm's

Accepted Answer

A)  buying center. 
B)  culture. 
C)  mission statement. 
D)  corporate social responsibility. 
E)  RFP process.

Question 13

Warren used to sell cars at an automobile dealership.Now he sells repossession services to automobile dealers.To be successful,what changes in the buying process will Warren have to adjust to?

Accepted Answer

The answer of Warren used to sell cars at an...

Question 14

Derek bought a pickup truck to transport his equipment to fishing tournaments.He also bought a trailer for his lawn maintenance business.His purchases were

Accepted Answer

A)  both B2C purchases since he is the user in both situations. 
B)  both B2B purchases since he is the user in both situations. 
C)  neither B2C nor B2B since he is the consumer and his uses might be mixed. 
D)  B2C and B2B, respectively. 
E)  B2B and B2C, respectively.

Question 15

Jenny was buying the company's first digital copier,and she involved all of the company's department heads in the decision.Jenny spent weeks evaluating options,inviting RFPs,and negotiating with vendors before she finally made a purchase decision.This buying situation would most likely be classified as a

Accepted Answer

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

Question 16

LinkedIn is mainly used for ________ in the B2B marketplace.

Accepted Answer

A)  requests for proposals 
B)  vendor evaluation 
C)  communication with customers 
D)  professional networking 
E)  competitive analysis

Question 17

When Goodwish Marketing decided to upgrade its computer network,many people were involved in the decision.In B2B buying systems,decisions are often made

Accepted Answer

A)  quickly. 
B)  by a single expert. 
C)  at auction sites. 
D)  by a committee after considerable deliberation. 
E)  through community debating organizations.

Question 18

When a business customer engages in a straight rebuy,the member of the buying center most likely to be involved in the purchase is the

Accepted Answer

A)  decider. 
B)  initiator. 
C)  influencer. 
D)  user. 
E)  buyer.

Question 19

Kim is the sales representative for a major textbook publisher.When she calls on the business faculty at General University,her first stop is to chat with Frank,the business department secretary.From Frank,Kim learns which professors have left the university or have newly arrived.Frank also helps Kim make appointments to see professors to discuss textbook choices.Frank acts as the __________ in the business department buying center.

Accepted Answer

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

Question 20

Judy 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.

Exam 7: Business-To-Business Marketing