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Multiple Choice Quiz
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1
Business-to-business marketing refers to buying and selling goods or services by all of the following except:
A)manufacturers.
B)producers.
C)retailers.
D)consumers.
E)wholesalers.
2
_________________ buy products from other businesses but do not significantly alter the form of the products they buy.
A)Producers
B)Consumers
C)Resellers
D)English auctioneers
E)Gatekeepers
3
The NAICS system can be quite useful to B2B marketers for:
A)establishing final consumer destinations.
B)consultative buying center simulations.
C)straight rebuy marketing.
D)interpersonal demand market segments.
E)segmenting and targeting their markets.
4
Compared to the B2C process, the information search and alternative evaluation steps in the B2B process are:
A)central planned.
B)subject to government regulation.
C)more formal and structured.
D)conducted before need recognition.
E)all of the above.
5
During the __________ stage of the buying process B2B buyers invite alternative suppliers to bid on supplying what is requested.
A)information search
B)need recognition
C)RFP
D)vendor analysis
E)all of the above.
6
While consumers weigh post-purchase dissonance, business buyers:
A)use reverse auctions to get rid of products they mistakenly purchased.
B)evaluate organizational culture.
C)conduct vendor analysis.
D)replace private exchange with public information systems.
E)elevate initiators and minimize the impact of influencers.
7
Which of the following is NOT one of the roles typically played by one of the members of a buying center?
A)reseller
B)initiator
C)influencer
D)decider
E)gatekeeper
8
Knowing which type of buying center is prevalent in a given organization helps sellers in all of the following ways EXCEPT:
A)how to organize a reverse auction.
B)how to deliver pertinent information.
C)to whom to deliver pertinent information.
D)to whom to make the sales presentation.
E)decide how to approach a particular client.
9
Knowing the roles of key players in the buying process could help a marketer:
A)experience a seller's delight phenomenon.
B)misinterpret a NAICS report.
C)respond to an RFP too quickly.
D)avoid wasting a lot of time.
E)all of the above.
10
The B2B buying process can be influenced by:
A)the buying situation.
B)the buying center.
C)the organization's culture.
D)all of the above.
E)none of the above.
11
In a ___________ B2B buying situation, the buying decision is likely to be quite involved.
A)new buy
B)modified rebuy
C)straight rebuy
D)either a new buy or a modified rebuy
E)all of the above
12
B2B salespeople often use the Internet to:
A)check on product availability.
B)check on order status.
C)confer with his sales manager about prices.
D)confer with his sales manager about discounts.
E)all of the above.
13
Private exchanges provide all of the following benefits to companies EXCEPT:
A)identify new sources of supply.
B)reduce paperwork.
C)allow faster response to the buyer's needs.
D)reduce the frequency of negotiations.
E)save money.







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