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1 | |
Different kinds of organizational customers are sometimes called _______________. |
| | A) | Business buyers |
| | B) | Intermediate buyers |
| | C) | Industrial buyers |
| | D) | All of the above |
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2 | |
Organizational buyers often buy on the basis of a set of _____________________ - written (or electronic) descriptions of what the firm wants to buy. |
| | A) | Purchasing requirements |
| | B) | Purchasing specifications |
| | C) | Requests for proposal (RFP) |
| | D) | Purchasing criteria |
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3 | |
It is usually appropriate for organizational buyers to accept offers of vacations, sporting event tickets or other personal favors from potential suppliers, when offered to influence a purchasing decision. |
| | A) | True |
| | B) | False |
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4 | |
Which of the following is NOT one of the three buying processes? |
| | A) | New task buying process |
| | B) | Modified rebuy process |
| | C) | Straight rebuy process |
| | D) | Unchanged rebuy process |
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5 | |
When organizational buyers are collecting information from trade associations, rating services, or news publications, they are using _______________. |
| | A) | Personal marketing sources |
| | B) | Personal non-marketing sources |
| | C) | Impersonal marketing sources |
| | D) | Impersonal non-marketing sources |
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6 | |
It is always preferable for a seller to have a close relationship with a customer. |
| | A) | True |
| | B) | False |
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7 | |
Which of the following are key dimensions that help characterize most buyer-seller relationships? |
| | A) | Cooperation |
| | B) | Operational linkages |
| | C) | Relationship-specific adaptations |
| | D) | All of the above |
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8 | |
A buyer-seller relationship that involves agreement to a contract that allows for changes in the purchase arrangements is called ________________________. |
| | A) | Flexible contract buying |
| | B) | Modified contract buying |
| | C) | Negotiated contract buying |
| | D) | Variable contract buying |
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9 | |
The most recent source of detailed information marketing managers use to learn about customers in different lines of business is collected and published by ___________________. |
| | A) | Standard Industrial Classification (SIC) codes |
| | B) | North American Industry Classification System (NAICS) codes |
| | C) | ISO 9000 codes |
| | D) | International Industry Classification (IIC) codes |
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10 | |
The United States has approximately 6 times more manufacturers than service firms. |
| | A) | True |
| | B) | False |
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11 | |
Independent buying agents who work in central markets (New York City, Paris, Rome, Hong Kong...) for several retailer or wholesaler customers, who are based in outlying areas or other countries, are called ______________________. |
| | A) | Intermediary buyers |
| | B) | Resident buyers |
| | C) | Independent buyers |
| | D) | Multi-organizational buyers |
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12 | |
The government market is an often ignored, but significant customer group, that marketers should consider as a target market for products and services. |
| | A) | True |
| | B) | False |
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13 | |
The Foreign Corrupt Practices Act was amended in 1988 to allow small "grease money" payments if they are customary in a local culture. |
| | A) | True |
| | B) | False |
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14 | |
A buyer-seller relationship based on the idea of trading sales for sales is known as ________________________. |
| | A) | Competitive biding |
| | B) | Reciprocity |
| | C) | Collaboration |
| | D) | B2B sales |
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2003 McGraw-Hill Higher Education