Deck 1: Introduction to Business Marketing

Question 1

Personal selling dominates the promotional mix employed in business marketing.

Answer 1

True

Question 2

The size and location of customers influences the nature of business buying.

Answer 2

True

Question 3

In consumer marketing,the marketer involves the consumer in the creation and development of his/her Web site.

Answer 3

False

Question 4

The dollar value of consumer purchases is larger than the dollar value of businesses purchases.

Question 5

Ultimately,most demand is derived from government purchases such as arms sales.

Question 6

The achievement and maintenance of a competitive advantage is solely dependent upon the development of superior products.

Question 7

Business marketers must recognize that the demand for their products and services is derived demand.

Question 8

An original equipment manufacturer purchases products or services for its own final product.

Question 9

The demand is usually inelastic for a product with substitutes.

Question 10

Business customers are larger than individual consumers,so each business customer is more important to the financial success of the business marketer.

Question 11

Industrial distributors are organizations that purchase for consumption.

Question 12

In the United States,the government is the largest single purchaser of goods and services.

Question 13

For the buyer,value is equivalent to profit.

Question 14

Compared to families in which all members of the household are involved in every purchase,business purchasing decisions involve one or two people,who are at the top of the firm.

Question 15

Channels of distribution are shorter and more direct in business marketing than in consumer marketing.

Question 16

Generally,business products are classified according to the type of organization that is buying and the purpose of purchase.

Question 17

The likelihood of negotiation decreases when large orders are sold directly by the manufacturer to the OEM buyer because changes can be made to the product and price.

Question 18

Accessory equipments are parts assembled into the final product without further transformation.

Question 19

Business marketing is marketing products or services to companies,institutions and other organizations EXCEPT government bodies.

Question 20

Being market driven implies that customer satisfaction and operational efficiency are the order of the day for every department and individual employee.

Question 21

Being _____ means that customer satisfaction and operational efficiency are the order of the day for every department and individual employee or associate.

A) Product-driven
B) Profit-driven
C) Technology-driven
D) Market-driven
E) Sales-driven

Question 22

All the following types of customers purchase products for consumption EXCEPT:

A) Brokers
B) Original equipment manufacturers
C) Hospitals
D) Universities
E) Users

Question 23

Users are similar to final consumers in that:

A) They purchase products to include in their own final product
B) Satisfaction is determined through consumption
C) They are primarily influenced by advertising
D) The impact upon profit is not important
E) They incorporate their purchases into their final product

Question 24

All the following are ways in which business marketing differs from consumer marketing EXCEPT:

A) Its distribution channels are shorter and more direct
B) It emphasizes personal selling and negotiation
C) The Web is not integrated
D) It employs "unique" promotional strategies
E) It requires knowledge of the customer's customer

Question 25

Increasingly,organizational survival depends upon firms being:

A) Individual-driven
B) Market-driven
C) Ideology-driven
D) Product-driven
E) Sales-driven

Question 26

Identify the largest single purchaser of products and services in the United States.

A) Wal-Mart
B) Defense department
C) Government
D) Financial institutions
E) Steel industry

Question 27

These members of an organization are specifically responsible for coordinating their company's efforts at satisfying their customers.

A) Salespeople
B) Middle managers
C) Supervisors
D) Human resource personnel
E) First-line managers

Question 28

When a company purchases a product or service to be included in its own final product,the company is called a(n)

A) Reseller
B) User
C) Institution
D) Original equipment manufacturer
E) Industrial distributor

Question 29

_____ means that at many organizations,individuals with complementary expertise and skills work in teams to constantly strive to serve organizational customers better,to innovate and to develop the means to approach new institutional markets.

A) Product-driven
B) Profit-driven
C) Technology-driven
D) Market-driven
E) Sales-driven

Question 30

Business marketers do NOT sell to:

A) Other companies
B) Government bodies
C) Institutions
D) Service suppliers
E) Individual consumers

Question 31

OEMs are BEST described as:

A) End users
B) Companies that consume
C) Government agencies
D) Firms that resell a product without making any changes
E) Institutions

Question 32

Which of the following is NOT a valid reason for studying business marketing?

A) The magnitude of business marketing
B) Business marketing is unique
C) One type of marketing does not fit all situations
D) It is an exciting area of study
E) It is the same as consumer marketing

Question 33

Resellers include all of the following EXCEPT:

A) Wholesalers
B) Dealers
C) Government agencies
D) Brokers
E) Industrial distributors

Question 34

Which of the following statements about buyer-seller relationships in business marketing is TRUE?

A) Strong personal and business relationships between buyer and seller are extremely rare
B) Close personal relationships exist between buyer and seller in all industries
C) Personal selling is never an important element of the marketing mix
D) Companies rarely enter into long-term contracts as the opportunity cost of mistakes is high
E) Many companies focus on building relationships that enable buyers and sellers to plan jointly

Question 35

BASF sells fibers direct to Dupont for the manufacture of carpet and through distributors to smaller companies.This example shows that business marketing is characterized by _____ compared to consumer marketing.

A) Shorter distribution channels
B) Marketing research
C) Greater web integration
D) Consumption
E) Lesser emphasis on personal selling

Question 36

Why is the demand for business products dependent ultimately on individual consumers?

A) Because individual consumers are larger than business customers
B) Because individuals within organizations purchase for personal consumption and consumers do not
C) Because business markets consume products in the process of making other products
D) Because the buyers of business products are the final consumers
E) Because of the emphasis on personal selling for business products

Question 37

BASF salespeople work directly with fire departments to sell the latest fire-fighting chemicals and ensure that they are used properly.This example shows that business marketing is characterized by _____ compared to consumer marketing.

A) Longer distribution channels
B) Greater emphasis on personal selling
C) Varying buyer-seller relationships
D) Greater web integration
E) Consumption

Question 38

In business marketing,large customer size and use of direct channels increase the importance of:

A) Advertising
B) Distribution
C) Negotiation
D) Packaging
E) Production

Question 39

In terms of personal selling,which of the following statements is TRUE?

A) A business cannot be successful through personally getting to know each individual and coordinating the sales-purchase process
B) Complex buying procedures involving many members of the buying organization require personal selling
C) Multiple personal relationships can strengthen organizational relationships and these relationships are the responsibility of the manager
D) A customer's size and a direct channel do not affect the importance of negotiation
E) Large orders sold directly by the manufacturer to the user increase the likelihood of negotiation because changes can be made in place and promotion

Question 40

When purchasing products/services to be consumed in support of the firm's operation,the firm is BEST described as a(n):

A) User
B) Institution
C) Reseller
D) Government agency
E) Wholesaler

Question 41

In the United States:

A) The state governments are the single largest consumers
B) The government does not use any product it buys
C) The purchasing processes used by the government are simple and easy to sell to
D) The federal government is the only government customer
E) The federal government is the country's largest single landlord

Question 42

Sometimes,a company purchases OEM parts and assembles these to make a component for installation into the final product by another company.The component may then be called a(n)

A) Facilitating product
B) Manufactured material
C) Installation
D) Subassembly
E) MRO item

Question 43

What is an important difference between accessory and capital equipment when it comes to marketing the equipment to users?

A) Accessory equipment is part of the organization's final product while capital equipment facilitates the organization's activities
B) Capital equipment is much more expensive and its purchase may involve more members of the organization than purchase of accessory equipment
C) Accessory equipment demand is derived from the demand for consumer products
D) Marketing requirements for accessory equipment are different as more members of the organization must be reached by marketing efforts
E) Capital equipment is ordered on a more regular basis than accessory equipment

Question 44

In business markets,products are generally classified on the basis of:

A) Price
B) Durability
C) Type of purchaser and reason for purchase
D) Size and weight of product
E) Type of promotion employed

Question 45

Raw materials

A) Are sold to OEMs for use in the products they manufacture
B) Are parts assembled into the final product without further transformation
C) Facilitate a firm's achievement of its objectives, but are not part of the final product
D) Are also called installations
E) Are products sold to users for use in the company's operations

Question 46

Facilitating products:

A) Aid the company's achievement of its objectives, but are not part of the final product
B) Are parts assembled into the final product without further transformation
C) Include raw and manufactured materials, component parts or OEM parts and assemblies
D) Are parts assembled to make a component for installation into the final product by another company
E) Are parts assembled into the final product without further transformation

Question 47

Products purchased for use in the firm's operations are usually called:

A) OEM parts
B) Capital goods
C) Accessory equipments
D) MRO items
E) Component parts

Question 48

Overhead cranes,blast furnaces,industrial robots and other manufacturing equipment as well as forklifts,road graters and other heavy construction machinery are examples of

A) MRO items
B) Maintenance products
C) Manufactured materials
D) Accessory equipment
E) Capital equipment

Question 49

Facilitating supplies:

A) Are also called OEM products
B) Refer to products sold to users for use in the company's final product
C) Are materials processed only to the point required for economic handling and distribution
D) Are parts assembled into the final product without further transformation
E) Support company efforts but are not part of the final product

Question 50

Gold purchased by AT&T for use in the manufacture of telecommunications equipment would be BEST described as a(n):

A) Raw material
B) Facilitating supply
C) Manufactured material
D) Component part
E) MRO

Question 51

Janitorial products,painting contractors who paint the buildings,plumbing services and heating and air conditioning services fall under:

A) MRO items
B) Repair services
C) Maintenance products
D) Capital equipment
E) Accessory equipment

Question 52

Which of following business customers provide services similar to those delivered by wholesalers and retailers of consumer goods?

A) OEMs
B) Government agencies
C) Institutions
D) Private contractors
E) Industrial distributors

Question 53

The hiring of an advertising agency would be BEST descried as the purchase of a(n):

A) Operating supply
B) Facilitating service
C) Component part
D) MRO
E) Accessory

Question 54

Which of the following product types has been transformed from the raw material and requires further processing before use?

A) OEM
B) Manufactured material
C) Component part
D) Capital equipment
E) MRO

Question 55

Parts that may be assembled into a final product without further processing are BEST described as:

A) Capital equipment
B) Manufactured materials
C) Raw materials
D) MROs
E) OEM parts

Question 56

Government agencies tend to have complex purchasing processes because purchasing is:

A) Limited to military goods
B) Solely designed to produce profits
C) Solely for their own use
D) Often designed to accomplish social objectives
E) Largely influenced by negotiation

Question 57

Computers used to facilitate the company's achievement of its objectives,but not part of the final product would be BEST described as:

A) OEM parts
B) Component parts
C) Accessory equipment
D) Raw materials
E) Subassembly

Question 58

Policies designed to encourage the growth of minority- or women-owned businesses as well as small businesses are examples of _____ policies that influence government purchasing.

A) Social objective
B) Environmental objective
C) Economic objective
D) Business objective
E) Protectionist

Question 59

Large,expensive items used in the production process are BEST classified as:

A) Capital equipment
B) OEMs
C) Accessory equipment
D) MROs
E) Manufactured materials

Question 60

Gates Controls may purchase plastic casing,a component part,from Plastech and parts from Metric Devices and then put these components together into a tachometer that is sold to GM.GM would then put the tachometer into its cars or trucks.GM may refer to the part as a(n)

A) Assembly
B) Manufactured material
C) Accessory equipment
D) Capital equipment
E) MRO item

Question 61

As one moves further away from the consumer market,derived demand can cause wide swings in demand,called

A) Inelasticity
B) Volatility
C) Make-or-buy
D) Deficiency
E) Dissolution

Question 62

Compare and contrast accessory and capital equipment?

Question 63

All of the following are part of the marketing mix EXCEPT:

A) Product
B) Promotion
C) Place
D) Process
E) Price

Question 64

Compared to individual consumers,business customers:

A) Have less stringent standards for judging a vendor
B) Are more in number
C) Are more likely to be geographically concentrated
D) Have lower purchasing power
E) Are less important to the financial success of the business marketer

Question 65

Write a short note on how business marketing differs from consumer marketing?

Question 66

Write a short note on integrative nature of business marketing?

Question 67

Value

A) Is equivalent to profit for a seller
B) Is the perception of how much the buyer benefited beyond what was invested in a product
C) Is the reason why an organization is created
D) Is based on some general need that has been identified in the market
E) Is the recognition of a need and the means to satisfy it

Question 68

Typically,business marketers face:

A) Hypothetical demand
B) Highly elastic demand
C) Derived demand
D) Latent demand
E) Primary demand

Question 69

The percentage change in sales relative to the percentage change in price is:

A) Volatile demand
B) Market demand
C) Final demand
D) Demand elasticity
E) Price elasticity

Question 70

How does greater web integration help business marketing and why is this better than consumer marketing?

Question 71

Marketing is a process by which the marketer creates:

A) Derived demand
B) Vision
C) Value
D) Volatility
E) Service

Question 72

Industrial products having no substitutes typically face:

A) Inelastic demand
B) Volatile demand
C) Elastic demand
D) Stable demand
E) Unitary demand

Question 73

The system of value creation is also known as:

A) Organizational value
B) Quality process
C) A value chain
D) Competitive advantage
E) Core competency

Question 74

Compared to the typical household buying,the organizational purchasing process:

A) Involves lesser number of people
B) Rarely involves checks and controls
C) Arises from implicit negotiation, expertise and habit
D) Is more complex
E) Uses crude cost accounting systems and cash flow management

Question 75

_____ is something that provides incremental value when compared to other offerings.

A) Competitive advantage
B) Value chain
C) Volatility
D) Demand elasticity
E) Derived demand

Question 76

Compare and contrast derived demand in business marketing and consumer marketing?

Question 77

Marketing is BEST described as a(n)_____ process.

A) Sales
B) Profit-maximizing
C) Cost-minimizing
D) Integrative
E) Internal

Question 78

Business marketers must recognize that the demand for their products and services is _____ demand,which means that demand for their products and services results from the demand for their customers' products and services.

A) Derived
B) Concentrated
C) Limited
D) Direct
E) Conditional

Question 79

A key raw material for technology-driven companies is:

A) MRO item
B) Personnel
C) Steel
D) Accessory equipment
E) Location

Question 80

Value is equivalent to _____ for the buyer.

A) Product
B) Price
C) Profit
D) Distribution
E) Cost