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general business data bank




Question;81. Office supplies are good examples of what are called bottleneck products.;82. Strategic products have high value and cost to the customer and also involve high risk.;83. According to the buygrid framework described in the text, a performance review completes the buygrid as a last step.;84. The buying process begins when someone places;an order with a sales representative.;85. Product value analysis (PVA) is an approach to;cost reduction in which components;are studied to determine if they can be redesigned or standardized or made by;cheaper methods of production.;86. A buying;alliance attempts to use their combined;leverage to obtain lower prices for raw materials.;87. In the;business-to-business market on the Internet, the majority of purchases fall;under the category of services (e.g., advertising, financial needs, et cetera).;88. With respect to;proposal solicitation in B2B, sellers begin the process by requesting;permission to make a proposal rather than waiting for the buyer to request one.;89. In general;buyers review the product and its price rather than any other considerations;about the seller as a buying decision is made.;90. With respect to assessing customer value, in conjoint analysis customers;are asked to rank their preference for alternative market offerings or;concepts.;91. The buying center has many responsibilities;however, it does not negotiate with suppliers in order to avoid a conflict of;interest.;92.?OTIFNE? is the term that;summarizes three desirable outcomes of a B-to-B transaction, stands for: on;time, in full, no error.;93. Most;performance reviews are conducted by outside auditing agencies to avoid bias;and internal discrepancies.;94. Corporate credibility depends on: corporate expertise, corporate;trustworthiness, and corporate likeability.;95. One of the problems facing B2B on the Web is that many firms often impose more;stringent requirements on their online business partners than they do on;non-online partners.;96.;One of the eight;categories of buyer-seller relationships;is the contractual transaction that generally shows low levels of trust;cooperation, and interaction, exchange is defined by formal contract.;97.;In the ?customer is king?;category of buyer-seller relationship, the category is characterized as being;one that it relatively simple where;routine exchanges with moderately;high levels of cooperation and information exchange occurs.;98. A good;illustration of a member of the institutional market would Boeing because it is;a member of the aviation institution structure.;99. The United States;government is the largest customer;in the world.;100. Today, almost all companies;that sell to the U.S.;government use a marketing;orientation because of the special relationship required.;Essay;101. Business markets have;several characteristics that contrast sharply with those of consumer markets.;Name and briefly characterize five of those contrasts.;102. Illustrate the differences;between a straight rebuy, modified;rebuy, and a new task purchase.;103.;List and briefly describe the seven;roles played by members of a buying center.;104.;In defining target market segments;four types of business customers can often be identified with corresponding;marketing implications. List and;briefly describe each of these business customers..;105. Explain the concept of solution;selling. Give one example of this;approach.;106. The upgrading of purchasing means that;business marketers must upgrade their sales personnel to match the higher;caliber of the business buyers. List and briefly describe the three company purchasing orientations that buyers select;from.;107. Peter Kraljic distinguished four product-related purchasing;processes. List and briefly describe each of these four product groups.;section.;108. List the stages;(buyphases) of the industrial buying process.;109. List;and briefly characterize five methods of assessing customer value.;110. 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. What are those categories?;APPLICATION QUESTIONS;Multiple Choice;111. German software company SAP has become a leading seller to the;business market by specializing in software to automate business functions. SAP?s;strategy is to focus carefully on what customers want, and shows them;how SAP?s software applications can improve;profits, raise revenue, or reduce costs.;a.;product;b.;service;c.;leadership;d.;concentrated;e.;simplistic;112.;The;market consists of all the organizations that acquire goods and;services used in the production of other products or services that are sold;rented, or supplied to others.;a.;non-profit;b.;business;c.;hardware;d.;software;e.;government;113. IBM;counts small to midsize businesses as 20 percent of its business and has;launched ________, a line of hardware, software services, and financing, for;this market.;a.;Impresario;b.;Express;c.;Datacount;d.;Smallbiz;e.;TaxMan;114. More than half of U.S. business;buyers are concentrated in seven states. Which of the following states WOULD;NOT be among those favored by;business buyers?;a.;Texas;b.;New York;c.;California;d.;Pennsylvania;e.;Ohio;115. Jason Riggs? company is considered to be an in-supplier for a lawn mower manufacturer. However, recently the lawn mower company;has put out a memo to in- and;out-suppliers indicating that it would like to modify;product specifications and delivery schedules. Which of the following buying;situations is most likely to be in;operation given the data above?;a.;Straight rebuy;b.;Elastic rebuy;c.;Fluctuating rebuy;d.;Flatten rebuy;e.;Modified rebuy;116. All of the following;are considered to be guidelines for selling to small businesses EXCEPT ________.;a.;do not use the Internet;b.;do keep it simple;c.;don?t lump;small and midsize businesses together;d.;don?t forget about direct contact;e.;do provide after the sale support;117. Ford;Motor Co. has forged supplier and manufacturing relationships around the world.;Today, an accurate description of this automotive;giant is one where it is characterized as being mainly a car ________.;a.;designer;b.;manufacturer;c.;assembler;d.;distributor;e.;promoter;118. If;you decided to go into the systems;contractingbusiness, which of the following categories would constitute;your main area of expertise in that this area would be what service you provide;for customers.;a.;Computer;applications;b.;Database management;c.;Manufacturing;d.;Promotion;management;e.;MRO (maintenance, repair, operating) supplies;119. Think;about what you have learned about a buying center. If you performed the role of;the ________, you would be the person that has the power to prevent sellers or;information from them in reaching other members of the buying center.;a. initiator;b. influencer;c. decider;d. gatekeeper;e. approver;120. According;to Webster, with respect to buying center influences, senior managers should;remember that people are ________.;a.;not buying products?they are buying solutions to;problems;b.;buying products that they personally will not use;c.;buying surrogates that must appreciate that role;d.;are human shopping bots;e.;limited in their scope of overall business;operations;1


Paper#47198 | Written in 18-Jul-2015

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