Self-test Questions

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1		There are three types of organisational markets: Industrial, Reseller and:
			A)	Consumer markets
			B)	Government markets
			C)	Wholesale markets
			D)	Military markets
			E)	Attractive markets
2		Typically the number of customers in organisational markets will be:
			A)	Small
			B)	Decreasing
			C)	Large
			D)	Unknown
			E)	Increasing
3		The buying criteria used by organisations is often based on:
			A)	Economic and technical issues
			B)	The supplier's stock market listing
			C)	Extras included as part of the product
			D)	Hospitality and gifts received
			E)	Relationships with the supplier's sales force
4		In business markets derived demand often reflects consumer demand.
			A)	True
			B)	False
5		In organisational buying D.M.U. stands for:
			A)	Decision-Making Unit
			B)	Decision Maintenance Unit
			C)	Decision Marketing Unit
			D)	Direct Marketing Unit
6		In a complex D.M.U. why would communications with only the purchasing officer be insufficient to secure an order?
			A)	They may have a short memory
			B)	They may be late for the decision-making meeting
			C)	They may be very busy
			D)	They may argue with others in the D.M.U.
			E)	They may only have a minor influence in the D.M.U.
7		Organisational buying is influenced by technical, organisational, social and personal criteria.
			A)	True
			B)	False
8		The initials T.Q.M. stand for:
			A)	Technical Quality Management
			B)	Total Quality Maintenance
			C)	Total Quantity Management
			D)	Total Quality Management
9		In organisational buying perceived risk can come in two forms, functional risk and:
			A)	Tactical risk
			B)	Strategic risk
			C)	Physiological risk
			D)	Operational risk
			E)	Unforeseen risk
10		When an organisation is buying a product to fulfil a new task the D.M.U. will require:
			A)	A large discount on price
			B)	Proof that they are buying from a large organisation
			C)	Good after-sales service
			D)	Very little information
			E)	A great deal of information
11		To operate a successful Just In Time (J.I.T.) delivery system which of the following operations must be fully integrated:
			A)	Sales and invoicing
			B)	Production and marketing
			C)	Purchasing and production
			D)	Delivery and returns
			E)	Marketing and product delivery
12		Reverse marketing occurs when the buying organisation:
			A)	Develops a marketing strategy for the supply company
			B)	Sells its own products to the supply company in return
			C)	Persuades the supply company to provide exactly what they require
			D)	Shares some of the supply company's production tasks
			E)	Takes over the supply company
13		Relationship marketing is concerned with:
			A)	Building relationships between staff in suppliers' and buyers' marketing departments
			B)	Ethical marketing
			C)	Retaining existing customers
			D)	Finding and winning new customers
			E)	Societal marketing
14		A key method of building business-to-business customer relationships will include offering technical support, expertise, resource support, high levels of service and risk reduction management.
			A)	True
			B)	False