question

Business-to-business marketing involves buying and selling goods or services to be used by

answer

Retailers Manufacturers Wholesalers Producers --(answer on test: "all of these")

question

Business-to-business marketing involves buying and selling goods or services by all of the following except:

answer

Consumers

question

Derek bought a pick-up truck to transport his equipment to fishing tournaments. He also bought a pick-up for his lawn maintenance business. His purchases were:

answer

B2B and B2C respectively

question

Jackie works as a sales rep for a company that produces and sells steel used in building construction. Jackie is in ______________________ sales.

answer

B2B

question

Sales of electric components manufactured by Rick's company depend on sales of new cars. Rick's company faces ________________ demand.

answer

Derived

question

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

answer

Derived demand

question

Whether targeting consumers or B2B Markets, marketers need to focus on:

answer

Creating value for their customers

question

Unlike manufacturers, _________________ buy products from other businesses but do not significantly alter the form of the products they buy.

answer

Resellers

question

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.

answer

Wholesaler

question

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

answer

Reseller

question

Hospitals, schools, and religious organizations are examples of ____________ buyers.

answer

Insititutional

question

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

answer

Mayo Clinic Hospital

question

Which of the following is an example of a government buyer?

answer

US Marine Corps

question

In most countries, ________________ is one of the largest purchasers of goods and services.

answer

The central gov't

question

Both the B2B and B2C buying processes begin with

answer

Need recognition

question

Compared to the B2C process, the information search and alternative evaluation steps in the B2B process are:

answer

More formal and structured

question

Typically, B2B buyers ask potential suppliers to:

answer

Submit formal proposals

question

B2B buying decisions are often made by:

answer

Committees

question

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

answer

By a committee after considerable deliberation

question

The first stage of the B2B buying process is:

answer

Need recognition

question

Judy knows it is important to approach business buyers at the right time, which is often during the first stage of their buying process. She stays in touch with her customers, hoping to find out when they are going through:

answer

Need recognition

question

Edward, the leading salesperson for Harry's Honda dealership, began hearing customers asking for hybrid automobiles several years ago. Edward alerted Harry, and Harry pre-ordered many Honda hybrids before they became available. In this case, the source of need recognition was:

answer

Customers

question

After need recognition, a business develops ____________ that suppliers might use to develop their proposals.

answer

Product specifications

question

After Hurricane Katrina, many states re-evaluated their coastal area building requirements. These new building codes represented ________________ that building materials companies used in developing new products

answer

Product specifications

question

Charlie is hoping to get a chance to bid on supplying key components to Ned's business. He is eager to move forward, but he must wait until:

answer

Ned develops a list of product specifications

question

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

answer

Issue a request for proposals from invited suppliers

question

During the RFP stage, B2B buyers:

answer

Invite suppliers to bid on supplying what is requested

question

Frequently a B2B buyer will post its RFP:

answer

On its website

question

Thomas wants to get a number of bids for parts and components for the specialty food-processing equipment his firm will manufacture. He has developed detailed product specifications and has developed an RFP. How will he distribute the RFP to ensure a reasonable supply at a reasonable cost?

answer

-Use his company's website -Contact potential suppliers directly -Invite current suppliers to bid -Network through his trade association or Chamber of Commerce --(answer on test: "all of these")

question

After posting an RFP for telecommunication equipment, USF received six proposals from qualified vendors. Next, USF will:

answer

Evaluate proposals and narrow the choice to a few suppliers

question

After evaluating proposals they received for new telecommunication equipment, the buying center for USF Corporation will probably discuss ___________ with qualified suppliers.

answer

Price Quality Delivery schedule Financing --(answer on test: "all of these")

question

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.

answer

Vendor negotiation

question

When reviewing her firm's business buying process, Carla noticed a company requirement that they have at least three qualified bids from suppliers for any purchase over $50,000. This requirement is designed to:

answer

Keep suppliers on their toes

question

As the buyer in Northrop's buying center team, when a decision is made, Craig will specify:

answer

Price Quantity Deliver schedule Nonperformance penalties --(answer on test: "all of these")

question

Frieda has just received a major order from Northrop Corporation for her firm's hydraulic lift equipment. After reviewing the order information, Frieda will:

answer

Send an acknowledgement that the order has been received

question

When Jerry was negotiating a total renovation for the local health care clinic, he knew every month the clinic was closed he would lose $10,000 in rent from the various tenants in the clinic. Jerry shrewdly included ___________________ in the renovation contract to encourage the vendor to finish on schedule.

answer

Nonperformance penalty

question

While consumers weigh postpurchase dissonance, business buyers:

answer

Conduct venor analysis

question

Vendor analysis often involves ____________________ important to the buyer.

answer

Specifications and weighting of issues

question

As purchasing manager for Avalon Electronics, Carrie is required to submit a vendor performance analysis every three months. To meet this requirement, Carrie will probably:

answer

Specify the weight and performance factors in weight and performance factors to quantify results

question

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

answer

Buying center

question

Which of the following is NOT one of the roles typically played by one of the members of a buying center?

answer

Auctioneer

question

Melissa is the director of human resources, but is known throughout the firm as being one of the first to hear about and use new kinds of communications technologies. When the firm wants to upgrade its network, Melissa will probably function in what role in the firm's buying center?

answer

Influencer

question

Carlos recently graduated with a degree in marketing, and he has taken an attractive sales position with a B2B firm. He did quite well in school, but one of his strongest assets is the way he works with people. In the firms he plans to visit, he has planned to focus most of his attention on:

answer

Gatekeepers Initiators Buyers Deciders --(answer on test: "Carlos should focus on all of these")

question

Raycom Construction needs heavy-duty equipment to install a new pipeline in northern Alaska. Raycom engineers will be asked to evaluate the equipment needs and provide detailed specifications and recommendations. The Raycom engineers will primarily play the ____________ role in the company's buying center

answer

Influencer

question

At many universities, education faculty members were among the first to ask for personal computers. These faculty members were _____________ in the buying center.

answer

Initiators

question

Raycom Construction needs heavy-duty equipment to install a new pipeline in northern Alaska. Raycom engineers will specify the type of equipment to be purchased. When the decision is made, Reginald will handle the paperwork and send out the purchase order. Reginald plays the ______________ in the buying center.

answer

Buyer

question

Which of the following is NOT an ethical concern in the pharmaceutical industry?

answer

All of these are ethical issues

question

Whenever Kim, a textbook publisher's representative, 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 or are new, and what courses will be taught next semester. Frank also helps Kim to make appointments to see professors to discuss textbook choices. Frank acts as the _____________ in the business department buying center.

answer

Gatekeeper

question

Whenever Kim, a textbook publisher's representative, calls on the business faculty at General University, she also meets with several students to get their feedback on the textbooks used by the department. The students are the ____________ in the buying center.

answer

Users

question

Many health insurance policies require patients to call and get pre-approval for tests or procedures, or else pay a much higher co-payment. The health insurance company acts as a __________________ for the purchase of medical services.

answer

Gatekeeper

question

Unlike a firm's mission statement or employee handbook, a firm's culture often:

answer

Exists as a set of unspoken guidelines

question

An organization's culture reflects the _____________________ that guide its employees' behavior.

answer

Set of values, traditions, and customs

question

While no one in the firm has discussed it, Brad notices everyone else seems to dress more casually on Fridays during the summer. Brad is observing part of his firm's:

answer

Culture

question

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 accepted this as being part of the pharmaceutical firm's:

answer

Culture

question

Which of the following is NOT one of the four general types of organizational cultures?

answer

Capitalist

question

Knowing which type of buying center culture is prevalent in a given organization helps sellers to decide:

answer

How to approach a particular client How to deliver pertinent information To whom to deliver pertinent information To whom to make the sales presentation --(answer on test: "all of these")

question

Olivia knows that one person, who makes all major purchase decisions, dominates the firm she is calling on today. Knowing the type of buying center she is calling on will help Olivia to decide:

answer

How to approach a particular client How to deliver pertinent information To whom to deliver pertinent information To whom to make the sales presentation --(answer on test: "all of these")

question

The customer Carlotta is calling on today has a(n) __________ buying center culture. This means that the decision process will involve reaching agreement among all members of the buying center.

answer

Consensus

question

Markham Publishing is known for its consultative buying center culture. Recognizing this corporate culture, someone attempting to sell to Markham Publishing should:

answer

address the concerns of all members of the buying center with particular attention to those of the decision maker

question

Fordham Hardware is known for its consensus buying center culture. Recognizing this corporate culture, someone attempting to sell to Fordham Hardware should:

answer

work to facilitate the collective agreement of all members of the buying center

question

At the main campus of a large university, faculty always refer to each other as Doctor, wear suits, and guard their academic domains against each other. This leads to frequent name-calling and strenuous debates. Meanwhile, at the various branch campuses, faculty members call each other by their first names, dress casually, and supported each other's scholarly efforts. This example illustrates the differences in ___________________ that can exist within an organization.

answer

Organizational culture

question

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

answer

Waste time and alienate people

question

When she gave her presentation to Harmon's Automotive Supply, Brie did not know the roles of the key players in the buying center. This could cause her to waste a lot of time and to:

answer

Alienate the real decision maker

question

When Leanne gave her presentation to the BigDeal discount buying center team, she treated each member's question seriously and gave equal time to addressing each. Leanne did not realize BigDeal has an autocratic buying center culture and she needed to focus on answering Beverly's questions, since she is the decision maker. In addition to wasting time by not understanding BigDeal's culture, Leanne may have also:

answer

Alienated Beverly, the real decision-maker

question

Jenny was feeling frustrated. "What's taking them so long to make a decision? It's been weeks since I first met with them, and they all seem interested in the product. I've also jumped through all their paperwork hoops." Jenny is likely selling to a firm in what kind of buying situation?

answer

New buy

question

Most B2B buying situations can be categorized as new buys, modified rebuys, and:

answer

Straight rebuys

question

The RFP buying situation is most likely to be associated with:

answer

Either new buy or modified rebuy

question

The buying decision is likely to be more complex and take longer to complete in a(n) ___________ B2B buying situation.

answer

New buy

question

In which buying situation is the buyer most likely to proceed through all six steps in the buying process?

answer

New buy

question

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

answer

New buy

question

Olga is the sales rep for ATV communication systems. She wants to bid on the RFP issued by Manitoba University for distance learning technology. She knows she will need to provide considerable information and demonstrations of her firm's technology because Manitoba University is in a new buy situation and does not have:

answer

Any experience with the product they wish to purchase

question

When Natasha took over as facilities manager for Burlington Furniture Manufacturing she was shocked to see the factory was still heated with a coal-fired boiler. Immediately, she made a decision to upgrade the heating system to something more efficient. For Natasha, this represented a(n) __________________ situation.

answer

New buy

question

In a(n) _________________ situation, the buyer has purchased a similar product in the past but has decided to change some specifications.

answer

Modified rebuy

question

When a business buyer decides to change specifications such as quality or options associated with products he or she has purchased in the past, the buyer is engaged in a(n) __________ situation.

answer

Modified rebuy

question

When Walmart considers re-ordering items for its stores, its buyers are instructed to negotiate price concession, quality improvements, and/or added options. In this situation, Walmart buyers are engaged in a(n) __________________ situation.

answer

Modified rebuy

question

In a modified rebuy situation, _________________ are likely to have an advantage in getting the order.

answer

Current vendors

question

Which of the following circumstance might trigger a modified rebuy instead of a straight rebuy?

answer

Changing quality levels needed in the product or service Dissatisfaction with the vendor Change in some of the product specifications Changes in the desired price --(answer on test: "all of these")

question

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

answer

Will probably not be an advantage in getting the new order

question

A(n) ___________ occurs when the purchasing agent buys additional units of products that have previously been purchased.

answer

Straight rebuy

question

If a B2B customer is satisfied with an existing supplier, it will probably engage in a(n) ___________ to purchase additional quantities of the item.

answer

Straight rebuy

question

Yvonne uses her customer relationship management (CRM) system to predict when her business customers will need more of her company's packaging materials. When she thinks a customer should be ready to make another order, she contacts them. Yvonne is using CRM to encourage customers to engage in a(n):

answer

Straight rebuy

question

Phil put down the phone and told Alice, "I just love that customer. I got another big order, and they just keep on coming." Phil is likely selling to a firm in what kind of buying situation?

answer

Straight rebuy

question

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:

answer

Buyer

question

In established businesses, a large proportion of B2B purchases fall into the ___________ category.

answer

Straight rebuy

question

The three types of buying situations...

answer

Call for different marketing and selling strategies

question

The _____________ situation usually involves more members of a buying center and involves more time to complete than the other buying situations.

answer

New buy

question

A(n) _______________ situation in B2B marketing is similar to limited problem solving in the B2C process.

answer

Modified rebuy

question

Kimberly has just learned that B&B Coffee Supply is looking for a new source of commercial-grade coffee makers, one of the products she sells. She knows B&B has been in business for many years, but she has not been able to get any business from them. When developing her marketing strategy, Kimberly will probably assume that this represents a ___________________ situation for B&B Coffee Supply, and she will want to find out why B&B Coffee Supply is considering alternatives.

answer

Modified rebuy

question

For B2B salespeople, usually the easiest sale is a(n) __________________ situation.

answer

Straight rebuy

question

Normally, BC bottling company attaches plastic labels to its bottles. However, a new company is launching a product that requires the use of fabric labels. In order to use this latest innovation, BC bottling company must now source these fabric labels from another company. This is an example of:

answer

B2B marketing

question

The office policy and procedure states that any purchase requisitions that are $3,000 and over must be given to Ms. Reynolds, who will then get authorization from the CFO for the purchase request. Ms. Reynolds serves as a ___________ in the buying center

answer

Gatekeeper

question

The president of the Northwoods University student body made a formal request to the IT department for additional computers in the main computer lab. The student body president is the ________ in the buying center.

answer

Initiator

question

The Northwoods University IT department is planning to buy additional computers for the computer lab. Pedro Bechara, manager of the lab, is asked for a recommendation, and he suggests buying Macintosh computers instead of Windows PCs. What role does Pedro play in the buying center?

answer

Influencer

question

Bob Roberts founded Robertico, an equipment leasing company, three decades ago. Although he is now in his seventies, he still has a "hands on" management style. His employees have learned that there isn't much point in making purchase recommendations for new equipment, because Bob is going to choose whatever he thinks is best regardless of their views. Robertico has a(n) ________ buying center culture.

answer

Autocratic

question

A buying center that makes its decisions by majority vote is a(n) ________ buying center.

answer

Democratic

question

The local skydiving team is buying new parachutes. The team's coach has invited all team members to make recommendations, after which he will select the successful vendor. The skydiving team's buying center has a(n) ________ organizational culture

answer

Consultative

question

To maximize efficiency, farmers send their eggs to a ______ who handles sales and shipments to supermarkets.

answer

Distributor

question

The chair of the board of the local Humane Society chose the bank where the organization keeps its money; however, the office manager is the primary person who makes deposits, writes checks, and balances the account every month. The office manager is the _______ in the buying center for the bank account.

answer

User

question

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

answer

Web portals

question

A wholesaler is an example of a:

answer

Reseller

question

What type of B2B organization is a retail store such as T.J. Maxx?

answer

Reseller

question

Why did Staples decide to partner with StickK.com to launch the "StickK to It! Business Challenge," which helps small businesses monitor their success?

answer

To acquire more small business customers To build customer loyalty To increase brand awareness To increase sales. --(answer on test: "all of these")

question

Which of the following details are included in the order specification stage of the B2B buying process?

answer

Price and delivery dates

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