Question 1

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 2

Jackson owns a bike rental business at a resort destination.He is trying to decide how many new bikes to purchase for next season.What will demand for his service depend on?

Accepted Answer

The answer of Jackson owns a bike rental business at...

Question 3

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

Accepted Answer

In a straight rebuy situation, the buyer is simply reordering a previously purchased product or service without any significant changes to the specifications or purchasing process. This makes it the easiest sale for B2B salespeople as the buyer has already established a relationship with the supplier and there is no need to go through a lengthy decision-making process.

Question 4

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.

Accepted Answer

The scenario clearly states that Bob Roberts has a "hands on" management style and makes decisions regardless of his employees' views. This indicates an autocratic buying center culture where the decision-making power is centralized with the leader.

Question 5

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

Accepted Answer

A democratic buying center is one where decisions are made by majority vote, meaning that the majority opinion carries the day. This is different from a consultative buying center, where a single person or small group may make the final decision, or a consensus buying center, where all members must agree before a decision can be made. An autocratic buying center is one where a single person makes all the decisions, while a bureaucratic buying center is characterized by a lot of rules and regulations.

Question 6

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?

Accepted Answer

The answer of Ellen is asked to create a vendor...

Question 7

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

Accepted Answer

Web portals are specifically designed to facilitate information exchange and transactions between B2B partners, providing a centralized location for communication and collaboration. Webmasters, web links, and web hosts don't necessarily have this specific function.

Question 8

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.

Accepted Answer

The student body president is the one who initiated the request for additional computers, making them the initiator in the buying center. The gatekeeper would be the IT department who controls the access to the computer lab. The decider and buyer roles may be filled by other members of the university administration depending on the decision-making process for purchasing new equipment. The term "gateway" is not typically used in reference to a role within a buying center.

Question 9

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.

Accepted Answer

In a consultative organizational culture, the decision-making process involves input and recommendations from team members or employees, but the final decision rests with the manager or leader. In this scenario, the coach is seeking recommendations from all team members before making the final decision, indicating a consultative culture.

Question 10

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.

Accepted Answer

The answer of The chair of the board of the...

Question 11

The office policy and procedure states that any purchase requests that are $3,000 and over must be given to Ms.Reynolds,who will obtain authorization from the Chief Financial Officer.Ms.Reynolds serves as a __________ in the buying center.

Accepted Answer

Ms. Reynolds is responsible for reviewing and authorizing purchases over $3,000, which makes her a gatekeeper in the buying center.

Question 12

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

Accepted Answer

A distributor is a person or company that distributes or supplies goods, such as eggs, to retailers. They handle sales and shipments to supermarkets, which would maximize efficiency for farmers. Fabricator, contractor, and manufacturer are not appropriate for this scenario. Trafficker has negative connotations and would not be appropriate to use.

Question 13

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?

Accepted Answer

Pedro Bechara is providing a recommendation to the IT department on what type of computers to buy, therefore he is playing the role of an influencer in the buying center.

Question 14

Michelin Tire Company produces a variety of tires at factories in South Carolina.In what types of B2B markets would Michelin probably sell their tires?

Accepted Answer

The answer of Michelin Tire Company produces a variety of...

Question 15

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

Accepted Answer

The answer of Which of the following details are included...

Question 16

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:

Accepted Answer

This scenario involves the BC bottling company sourcing fabric labels from another company. This transaction between two businesses is an example of business-to-business marketing.

Question 17

How does the need recognition stage differ between the B2B and the B2C buying processes?

Accepted Answer

The answer of How does the need recognition stage differ...

Question 18

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.

Accepted Answer

B&B Coffee Supply is considering alternatives, which signifies that they are not completely satisfied with their current supplier. This is a characteristic of a modified rebuy situation. Kimberly will want to find out why B&B Coffee Supply is seeking new alternatives, which will help her to tailor her marketing strategy accordingly.

Question 19

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

Accepted Answer

A retail store such as T.J.Maxx purchases products from manufacturers and resells them to consumers, making them a reseller in the B2B market.

Question 20

A wholesaler is an example of a:

Accepted Answer

A wholesaler is a type of reseller, who buys products in bulk from manufacturers and sells them to retailers, who in turn sell them to consumers.

Quiz 6: Business-To-Business Marketing