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Exam 6: Understanding Customers: Business-To-Business Markets

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Question 1

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Many people believe marketing is focused primarily on consumers-the ultimate users of the product.The fact that they experience marketing as a consumer contributes to this belief.

A) True
B) False

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Question 2

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Why is the demand for products and services different in a business market?

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Product demand in business mar...

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Question 3

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Home Depot buys home products and then resells them to consumers,building contractors,and other professionals in the construction industry.This puts them in the category of businesses called _________.

Business markets tend to concentrate in certain locations in the United States as a result of suppliers wanting to be located close to one another.

Compared to B2C markets,B2B markets are characterized by ________.

Making Waves Boating has just returned from a trade show where managers purchased ten new boats and multiple boating accessories.Making Waves already has promised five of the boats to a local resort,and by Monday the remaining new items will be on the showroom floor ready for purchase.In a B2B market what would Marking Waves be labeled as a seller? Why?

In B2B markets,relationships and technology are increasingly important.Describe the role of each.

When a company wants to create or maintain a strategic relationship with a client company,it will be good for the company if its sales team gets involved with the creation of an RFP with the client.

Why does e-procurement play a larger role in B2B markets than in consumer markets? What are some of the methods that have been put in place to make e-procurement ideal for the B2B market?

One of the benefits of electronic data interchange (EDI) is ________.

Steel,chemicals,paper,and automobile manufacturers have created integrated Web sites to assist their own purchasing departments in online purchasing and supplier selection.These are examples of ______.

Materials,repairs and operational supplies and services,are generally purchased through a ______________.

There are two types of end user purchases-capital equipment and sundries.

When you re-order products that are used on a consistent basis,it is called a ________.

Why is geographic concentration an important part of some B2B relationships?

Accountants,purchasing agents,engineers,and other players in a buying center perceive the evaluation of products in different ways which makes a buying center:

Moore Diversified Services decides to create a group that is made up of people from the purchasing department,senior management with financial knowledge,and engineers with design expertise.It is common for this group to be called a(n) _________.

Deciders are an important group because ________.

While many companies operate in the business-to-consumer markets,all companies operate in a business-to-business market.

When making a product selection as part of the business market purchase decision process,what three primary criteria are used to make a decision?