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Exam 6: Business-To-Business Marketing

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Question 41

Multiple Choice

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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:

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

F) A) and B)
G) A) and C)

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Question 42

Multiple Choice

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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:

A) culture.
B) governing principles.
C) human resources policy.
D) employee obligations.
E) gatekeeping.

F) A) and D)
G) A) and E)

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Question 43

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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?

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

Vendor analysis often involves ____________________ important to the buyer.

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

The buying center concept has parallels in business-to-consumer buying situations when groups are making buying decisions.Describe a situation where a group of consumers will make a purchasing decision and explain how consumer roles might mirror those in a buying center.

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:

How are the B2B and B2C buying processes different?

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.

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

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.

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

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:

The first stage of the B2B buying process is:

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 ______________.

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.

Ellen is asked to create a vendor analysis process for a physician in private practice,evaluating suppliers of products such as medical supplies.What should Ellen include in a vendor analysis?

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

Typically,B2B buyers ask potential suppliers to: