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A sales representative calls on a prospective business customer only to find that the customer has an established relationship with another supplier that seems to be working well.The customer is not interested in considering other suppliers.The customer is currently in a ____________________ situation.


A) straight rebuy
B) modified rebuy
C) new-task
D) extensive problem-solving
E) limited problem-solving

F) B) and D)
G) D) and E)

Correct Answer

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Committee buying in large retail chains


A) makes the buyers work as a group and thus lower costs.
B) allows a sales rep to avoid a difficult buyer.
C) makes it difficult for the seller to see a buyer personally.
D) reduces the impact of a persuasive sales rep.
E) All of these alternatives are correct.

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

Correct Answer

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In marketing,business and organizational customers are distinct from:


A) intermediaries
B) government units
C) final consumers
D) manufacturing and service firms
E) non-profit organizations

F) A) and B)
G) B) and D)

Correct Answer

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In a buying center,which of the following are likely to be influencers?


A) purchasing managers who arrange the terms of the sale
B) people who supply information for evaluating alternatives
C) people who have the power to select or approve suppliers
D) people who control the flow of information
E) purchasing managers who shield users or other deciders

F) B) and C)
G) C) and D)

Correct Answer

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All of the following are true of requisitions except


A) it is a request to buy something.
B) it is frequently handled online to cut time and paper shuffling.
C) its processing usually takes a few hours for both simple and complex purchases.
D) it is a form of centralized control.

E) A) and D)
F) A) and C)

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A typical purchasing manager:


A) buys strictly on economic needs.
B) tries to satisfy both individual needs and company needs.
C) seeks the lowest possible cost.
D) has the final decision on all purchases.
E) All of these alternatives are correct.

F) B) and E)
G) D) and E)

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Negotiated contract buying would be used when the buyer knows precisely what he wants and the requirements of the job aren't likely to change as the job is done.

A) True
B) False

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In the three-step approach to organizational buying,the second step-the buying process-involves ________.


A) identifying the problem
B) specifying the product
C) describing the need
D) soliciting proposals bids from suppliers
E) monitoring supplier performance

F) A) and B)
G) B) and D)

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The Internet is making it faster and easier for organizational buyers to use competitive bidding procedures.

A) True
B) False

Correct Answer

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Which of the following are NOT "business and organizational customers?"


A) Wholesalers
B) Manufacturers
C) Financial institutions
D) Government units
E) All of these ARE business and organizational customers.

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

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New-task buying is an in-between process where some review of the buying situation is done.

A) True
B) False

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Which of these statements regarding manufacturing and service firms is true?


A) Manufacturers are more spread out around the country than service firms.
B) The U.S. has many more manufacturing firms than service firms.
C) B2B e-commerce purchasing is common for both manufacturing and service firms.
D) Unlike manufacturing firms, service firms rely on engineering and R&D people to help make purchase decisions.
E) Unlike service firms, manufacturers tend to locate where they can be closest to their customers.

F) A) and C)
G) A) and E)

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Specialized search engines can help a business buyer search for products by inspection.

A) True
B) False

Correct Answer

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Purchasing specifications


A) may simply include a brand name or part number when purchasing requirements are complicated.
B) for services, as compared to goods, tend to be detailed because services are usually performed before they're purchased.
C) for services, as compared to goods, tend to be detailed because services are more standardized than goods.
D) are often simple for manufactured items with highly standardized quality.
E) None of these alternatives is correct.

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

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ISO 9000 is only relevant to international suppliers.

A) True
B) False

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Which of the following tips would help marketers find new B2B clients that are similar to clients they already serve?


A) Ask a current customer to help identify new leads.
B) Look up firms that use automated systems for straight rebuying.
C) Conduct a vendor analysis.
D) Identify current customers' NAICS codes and then look at NAICS-coded lists for related firms.
E) Research ISO 9000 certified companies.

F) A) and D)
G) None of the above

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Government is one of the smallest groups (in sales volume)of customers in the United States.

A) True
B) False

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Relationship-specific adaptations involve changes in a firm's product or procedures that are unique to the needs or capabilities of a relationship partner.

A) True
B) False

Correct Answer

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Which of the following is NOT a key dimension of buyer-seller relationships in business markets?


A) legal bonds
B) new-task sharing
C) cooperation
D) operational linkages
E) information sharing

F) B) and E)
G) C) and D)

Correct Answer

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Regarding the government market,


A) sales reps generally do not (and should not) write the specifications for government business.
B) government is the largest customer group in the United States-spending about 30 percent of GDP.
C) governments buy a lot, but only of certain products and can be safely ignored by most producers.
D) competitive bids are uncommon because of mandatory bidding procedures.
E) All of these alternatives are true.

F) All of the above
G) A) and B)

Correct Answer

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