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general business data bank




Question;1.;U.S.;businesses spent about ________ on online transactions with other businesses in;2002 as compared to consumer online;purchases of $71 billion during the same time period.;a.;$650 billion;b.;$500 billion;c.;$482 billion;d.;$225 billion;e.;$53 billion;2.;With respect to;e-procurement, Web sites are organized around two types of e-hubs: ________.;a.;vertical and horizontal hubs;b.;vertical and functional hubs;c.;functional hubs and organizational hubs;d.;supplier and user hubs;e.;manufacturer and supplier hubs;3.;With respect to e-procurement, Coca-Cola, Sara Lee;Kraft, PepsiCo, Gillette, P&G;and several other companies joined;forces to form a ________ called Transora to use their combined leverage to;obtain lower prices for raw materials.;a.;manufacturer?s co-op;b.;supplier?s co-op;c.;middleman group;d.;buying alliance;e.;cabal;4.;Business-to-business cyberbuying is flourishing on;the Internet. So far, most of the;products that businesses are buying electronically are ________, and travel and;entertainment services.;a.;promotion;services such as advertising;b.;HR services (e.g., employee;recruitment);c.;MRO materials (maintenance, repair, and operations);d.;food services;e.;marketing research services;5.;Moving into e-procurement;has many benefits. Which of the following would not be among;those benefits?;a.;Aggregating purchasing across multiple departments;gains larger volume discounts.;b.;Aggregating purchasing across multiple departments;gains centrally negotiated volume discounts.;c.;There is less buying of substandard goods from outside;the approved list of suppliers.;d.;A smaller purchasing staff is required.;e.;Purchasing gains a significant leverage with top;management because of its management team.;6.;With respect to e-procurement commitment, in 2003;was named number one in BtoBmagazine?s;annual ranking of the top B-to-B Web sites because of its ability to generate;sales (about 55 percent of the company?s;total sales) and commitment to the process.;a.;Coca-Cola;b.;Dell Computers;c.;Hewlett-Packard;d.;Cadillac;e.;Boeing;7.;In the proposal solicitation process;should be marketing documents that describe value and benefits in customer;terms.;a.;written proposals;b.;oral proposals;c.;e-proposals;d.;alliance proposals;e.;global proposals;8.;Xerox qualifies only suppliers who meet the ISO 9000;quality standards, but to win the company?s;top award?certification status?a supplier must first complete;a.;government;certification;b.;an extensive ethics statement evaluation;c.;the Xerox Multinational Supplier Quality Survey;d.;a company;training and indoctrination period;e.;a Malcolm Baldridge National Quality Award entry;form and then enter;9.;All of the following are considered to be methods of;assessing customer value EXCEPT ________.;a.;direct survey questions;b.;exit interviewing;c.;focus-group value assessment;d.;conjoint analysis;e.;benchmarks;10. According to purchasing professionals, which of the following is;considered to be the major responsibility of the purchasing agent in supplier;negotiations?;a.;Forming networks;for future business.;b.;Assuring quality conformance.;c.;Being fair with all parties.;d.;To use a team approach in negotiations.;e.;Negotiating price.;11. If an industrial buyer leases heavy equipment like machinery and trucks rather than purchasing them, the lessee gains;several advantages. Which of the following would NOT be among;those advantages?;a.;Higher quality products.;b.;Conserving capital.;c.;Getting the latest products.;d.;Receiving better service.;e.;Some tax advantages.;12. ?OTIFNE? is a;term that summarizes three desirable outcomes of a B-to-B transaction;OT?deliver on time, IF?in full, and, NE?________.;a.;no error;b.;no emergencies;c.;non-experimental;d.;new entrepreneurs;e.;need equipment;13. Corporate;credibility depends on three factors: corporate expertise, corporate;trustworthiness, and ________.;a.;corporate manpower;b.;corporate mission statement;c.;corporate likeability;d.;corporate governance;e.;corporate management structure;14. Cannon and Perreault found that buyer-suppler relationships differed according to four factors. Which of the;following would NOT be among those;factors?;a.;Importance;of supply.;b.;Complexity;of supply.;c.;Availability of alternatives.;d.;Supply market dynamism.;e.;Demand market conservatism.;15. According to;Cannon and Perreault, buyer-supplier relationships;fall into eight different categories. Which of the following relationships is characterized as being one that has much trust;and commitment leading to a true partnership?;a.;Mutually adaptive;b.;Collaborative;c.;Basic buying and selling;d.;Customer supply;e.;Cooperative systems;16. In the;category of Cannon and Perreault?s buyer-supplier relationship categorization;although bonded by a close, cooperative relationship, the seller adapts to meet;the customer?s needs without expecting much adaptation or change on the part of;the customer in exchange.;a.;contractual transaction;b.;cooperative system;c.;collaborative;d.;mutually adaptive;e.;customer is king;17. Vertical;coordination can facilitate stronger customer-seller ties but at the same time;may increase the risk to consumer?s and supplier?s ________ (e.g., those;expenditures tailored to a particular company;and value chain partner).;a.;logistics channel;b.;independent operations;c.;specific investments;d.;leverage ability;e.;liquidity situation;18. The;market consists of schools, hospitals, nursing homes, prisons, and other;institutions that must provide goods and services to people in their care.;a.;vertical;b.;nonprofit;c.;spot;d.;secondary business;e.;institutional;19. With purchases of;$200 billion annually in goods and services, ________ is the largest customer;in the world.;a.;Wal-Mart;b.;Grainger;c.;the State of California;d.;the U.S.;government;e.;Latin America;True/False;20. Webster and Wind define organizational buying as the decision-making;process by which formal organizations establish the need for purchased products;and services and identify, evaluate, and choose among;alternative brands and suppliers.;21. The business market is essentially the same thing as the consumer market.;22. The demand for;business goods is ultimately derived from the demand for raw materials.;23. The total demand;for many business goods and services is inelastic?that is, not much is affected;by price changes.;Answer: True;24. In the straight rebuy, ?out-suppliers? try to get a small order and then;enlarge their purchase share over time.;25. Over time, new-buy situations become straight rebuys and routine purchase;behavior.;26. Most business buyers;preferring to spread their risk, reject what is called systems buying;from one seller.;27. Systems selling is a key industrial marketing strategy in bidding to build large-scale;industrial projects such as dams or pipelines.;28. The buying centeris where;consumers go to purchase their goods and services.;29. Initiators are those who authorize the;proposed action of deciders or buyers.;30. Users perform all seven roles in the buying center;because of their direct tie to the product and what it is supposed to do.;31. The typical buying center has a minimum of two to three people even;though large companies may have more performing this function.;73. Webster cautions that ultimately, organizations not individuals make;purchasing decisions.;74. In the business;market, small sellers concentrate on reaching as many participants as possible;because their chances of success are slim.;75. To gold-standard customers, a seller is wise;to use what is called quality selling.;76. To effectively sell to price-oriented;customers, a company is wise to use;transactional selling.;77. One of the forms of solution selling is to provide solutions to enhance;customer revenues.Answer: True;78. Today, purchasing departments occupy a relatively low position in;the management hierarchy and answer primarily to the vice-president of;marketing.;79.;If a company?s purchasing department focus is short term;and tactical, it is said to have a buying;orientation.;80. When business buyers work;simultaneously to seek quality improvements;and cost reductions, the business buyers are said to have a demand orientation.


Paper#47197 | Written in 18-Jul-2015

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