Question 1

The buyer periodically reviews the performance of the chosen supplier(s) using one of three methods. List these 3 methods.

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Question 2

Illustrate the differences between a straight rebuy, modified rebuy, and a new task purchase.

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Question 3

Cannon and Perreault found that buyer-supplier relationships differed according to four factors: availability of alternatives; importance of supply; complexity of supply; and supply market dynamism. Based on these four factors, they classified buyer-supplier relationships into eight different categories. Name and describe the eight buyer-supplier categories.

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Question 4

List the stages (buyphases) of the industrial buying process.

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Question 5

Explain the concept of solution selling. Give one example of this approach.

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Question 6

List and briefly characterize five methods of assessing customer value.

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Question 7

List and briefly describe the seven roles played by members of a buying centre.

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Question 8

In the buygrid framework model, where the major stages of the industrial buying process are listed and characterized, supplier selection is an important process. What follows supplier selection and what occurs in this phase?

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Question 9

What will small sellers and larger sellers do differently in targeting within the business centre?

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Quiz 7: Analyzing Business Markets