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1 | |
What are the three types of organizational buyers discussed in the text: |
| | A) | Industrial, commercial, and government |
| | B) | Industrial, reseller, and government |
| | C) | Commercial, reseller, and government |
| | D) | Commercial, reseller, and industrial |
| | E) | Reseller, government, and corporate |
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2 | |
These are defined as firms that reprocess a product or service before selling it again: |
| | A) | Industrial |
| | B) | Commercial |
| | C) | Reseller |
| | D) | Government |
| | E) | Corporate |
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3 | |
The bulk of the buying at the federal level is done by the: |
| | A) | Department of Defense |
| | B) | Department of Supply and Services Canada |
| | C) | Department of Education |
| | D) | Department of Energy Services |
| | E) | Department of Environmental Affairs |
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4 | |
This is the measurement system used to gauge the size of industrial, reseller, and government markets: |
| | A) | NAFTA |
| | B) | SIC |
| | C) | ABD |
| | D) | NAICS |
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5 | |
When the demand for industrial products is driven by demand for consumer products it is called: |
| | A) | Industrial demand |
| | B) | Consumer demand |
| | C) | Chain-effect |
| | D) | Derived demand |
| | E) | Channel demand |
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6 | |
The number of potential organizational buyers is usually than for consumer products: |
| | A) | more diverse |
| | B) | larger |
| | C) | proportional |
| | D) | smaller |
| | E) | the same |
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7 | |
Organizations buy products and services for one main reason: |
| | A) | To meet consumer demand |
| | B) | Increase market share |
| | C) | To help achieve objectives |
| | D) | To create more product |
| | E) | All of the above |
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8 | |
The reason Industry Canada frowns on reciprocity buying is because: |
| | A) | they do not want to promote cooperation between companies in different industries. |
| | B) | they strive for a monopoly form of market competition. |
| | C) | it restricts the normal operation of the free market. |
| | D) | consumer pricing increases in the long run. |
| | E) | there is an excess of production facilities in the market. |
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9 | |
ISO 9000 certification means that the supplier: |
| | A) | provides an extended service contract |
| | B) | has undergone an on-site audit of quality management |
| | C) | has met industry standards |
| | D) | has exceeded quality requirements set by the government |
| | E) | guarantees the quality of its product for an extended time frame |
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10 | |
When consumer buying criteria is used to specify requirements of products to prospective suppliers it is called : |
| | A) | specification marketing |
| | B) | consumer demand marketing |
| | C) | qualified marketing |
| | D) | feedback marketing |
| | E) | reverse marketing |
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11 | |
Compared to the relationships between buyers & sellers in the consumer market, the relationships in organizational marketing are: |
| | A) | complex |
| | B) | may involve negotiations |
| | C) | governed by legal contract |
| | D) | reciprocal |
| | E) | all of the above |
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12 | |
A purpose of supply partnerships is to: |
| | A) | increase product costs |
| | B) | increase name recognition |
| | C) | increase the value of the product |
| | D) | increase target markets |
| | E) | all of the above |
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13 | |
A single buyer or purchasing manager is often used to make what type of purchase decision? |
| | A) | high involvement |
| | B) | high price |
| | C) | routine |
| | D) | moderate risk |
| | E) | all of the above |
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14 | |
Several people in an organization who are responsible for making purchase are called the : |
| | A) | Buying centre |
| | B) | Purchasing centre |
| | C) | Purchasing committee |
| | D) | Sales department |
| | E) | Sales Committee |
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15 | |
Which of the following is NOT one of the roles that a buyer may play: |
| | A) | Decider |
| | B) | User |
| | C) | Opinion leader |
| | D) | Influencer |
| | E) | Gatekeeper |
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16 | |
The three types of organizational buying situations are called: |
| | A) | Purchase opportunities |
| | B) | Buying centres |
| | C) | Straight buys |
| | D) | Buy classes |
| | E) | Organizational decisions |
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17 | |
A straight rebuy is a(n) while a modified buy is for : |
| | A) | Exchange, resale |
| | B) | Reorder, exchange |
| | C) | Order, reorder |
| | D) | Alteration, order |
| | E) | Reorder, alteration |
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18 | |
A is a systematic appraisal of the design, quality, and performance of a product: |
| | A) | Information search |
| | B) | Make-buy analysis |
| | C) | Value analysis |
| | D) | Pre-purchase search |
| | E) | None of the above |
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19 | |
Which of the following is not one of the buying criteria used to select suppliers: |
| | A) | Location |
| | B) | Price |
| | C) | Performance |
| | D) | Delivery |
| | E) | Assurance |
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20 | |
An on-line trading community is called: |
| | A) | traditional auction |
| | B) | e-marketplace |
| | C) | e-business center |
| | D) | electronic plaza |
| | E) | reverse auction |
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