Part 1 of 3 - Study unit 01 8.0 Points

Question 1 of 20

1.0 Points

Toyota buys the tyres of the Fortuner series motor vehicles from Dunlop. These tyres are regarded as …

A. Foundation products

B. Facilitating products

C. Capital products

D. Entering products

Question 2 of 20

1.0 Points

Which one of the following is an example of a Business-to-business transaction?

A. Checkers selling a hairdryer to a housewife

B. A manufactures of furniture selling to consumers at its factory shop

C. Makro selling shoes to spaza retailers

D. An importer of kitchenware selling his products at morning markets

Question 3 of 20

1.0 Points

Which one of the following statements about B2B products is true?

A. B2B products cannot be used by final consumers

B. B2B products are larger in bulk that consumer products

C. B2B products cannot be final products, but are “in-process” products

D. B2B products include products like laptops

Question 4 of 20

1.0 Points

A school (an organisational customer) buying office supplies could be classified as a(n) … customer.

A. commercial

B. public sector

C. institutional

D. intermediary

Question 5 of 20

1.0 Points

A municipality buying dustbins from a Durban supplier is classified as a(n) …

A. government buyer

B. commercial buyer

C. intermediary buyer

D. institutional buyer

Question 6 of 20

1.0 Points

Which one of the following statements is incorrect regarding the marketing strategy of a business to business marketer?

A. Products are more frequently tailor-made for client firms.

B. Fewer intermediaries are used.

C. Advertising is less important than personal selling.

D. Branding is more important in business markets.

Question 7 of 20

1.0 Points

Which one of the following statements regarding the marketing strategies of B2B and B2C is wrong?

A. B2B organisations are more inclined to sell “system solutions” than “products solutions”

B. Promotional campaigns are more targeted at specific customers that in the case of B2C businesses

C. Formal market research are done less in the case of B2B organisations

D. More sophisticated market segmentation techniques are used by B2B marketers

Question 8 of 20

1.0 Points

Which one of the following is not a characteristic of a business-to-business market?

A. Relatively few competitors

B. Relatively few buyers (customers)

C. More indirect distribution channels

D. Buyers are geographically concentrated

Part 2 of 3 - SU 2 7.0 Points

Question 9 of 20

1.0 Points

The individual or department responsible for buying a product from the chosen supplier is known as the …

A. decision-maker

B. buying agent

C. influencer

D. gatekeeper

Question 10 of 20

1.0 Points

A supplier’s marketing effort to end consumers is considered in which stage of the buying process a customer firm follows?

A. Stage 1

B. Stage 2

C. Stage 3

D. Stage 4

Question 11 of 20

1.0 Points

A supplier’s capacity to deliver the quantity of components the customer firm requires is considered in which stage of the buying process a customer firm follows?

A. Stage 1

B. Stage 2

C. Stage 3

D. Stage 4

Question 12 of 20

1.0 Points

Professional buyers in the buying centre play an important role. Which one of the following is not a role that they play?

A. They ensure that the minimum requirement in terms of quality is met for all products to be bought by the customer firm.

B. They perform the price/cost analysis for all products bought by the firm.

C. They draw up the terms and conditions as the minimum standards for suppliers to meet.

D. They serve as the primary negotiators about quality levels when buying strategic products.

Question 13 of 20

1.0 Points

Chapter 2 on Business-to-business buying focuses on …

A. how customer firms go about buying business marketers’ products.

B. how business marketers sell their products to business customers.

C. how marketing firms buy products from their suppliers.

D. how suppliers and buyers establish business relationships with each other.

Question 14 of 20

1.0 Points

When a business client spends a lot of time deciding whether to buy the marketer’s product, or a competitor’s product, due to the financial, performance and social risk involved in the purchase, is it usually takes place with a …

A. new-task buying decision

B. modified-rebuy buying decision

C. straight-rebuy buying decision

D. risky buying decision

Question 15 of 20

1.0 Points

The most routine buying situation that an industrial buyer could perform is …

A. straight rebuy

B. modified rebuy

C. new-task buy

D. homogeneous buy

Question 16 of 20

1.0 Points

… can be defined as the decision-making process of a business’s management team to determine the long-term direction the business should take based on internal and external environmental forces, to set milestones in the quest to get there and to develop long-term plans to get to these milestones.

A. Strategic marketing

B. The corporate strategy

C. Marketing management

D. Strategic management

Question 17 of 20

1.0 Points

The Business strategy consists of three sub strategies. Which one of the following is not one of them?

A. The corporate strategy

B. The marketing strategy

C. The innovation strategy

D. The business unit strategy

Question 18 of 20

1.0 Points

Which one of the following statements is incorrect?

A. Strategic marketing management is analytical in nature and marketing management is intuitive.

B. Strategic marketing focuses on searching for new market opportunities and marketing management on the analysis of these opportunities.

C. Strategic marketing looks for marketing synergy between business units and marketing. management focuses on an individual business unit.

D. Strategic marketing has a longer term orientation than marketing management.

Question 19 of 20

1.0 Points

The competitive strategy consists of five sub-strategies. Which one of the following is a competitive strategy?

A. A divestment strategy

B. An innovation strategy

C. A target market strategy

D. A low-cost strategy

Question 20 of 20

1.0 Points

Which one of the following statements is wrong?

A. The corporate strategy spells out in which businesses the organisation should be involved in.

B. The corporate strategy spells out how resources should be allocated to the different markets the organisation competes in.

C. The corporate strategy is, inter alia, based on the core competencies the organisation has

D. The corporate strategy is also called the SBU strategy.

Question 1 of 20 1.0 PointsWhich one of the following statements is true regarding the buying behaviour in business-to-business markets?

 A. The purchase cycles of B2B customers are usually shorter than those of final consumers.

 B. Buying quantities are usually more for B2B companies when buying facilitating products.

 C. In the case of Entering products the key influences of a customer firm are their purchasing division.

 D. The buying process of B2B customers is simpler than the one followed by final customers.

Question 2 of 201.0

PointsWhich one of the following is not a Business-to-business (B2B) customer?

 A. A manufacturer of furniture

 B. Provincial authorities putting out tenders for a road network

 C. 3. A supermarket buying shelves

 D. 4. A university student buying a cell-phone package from Cell C

Question 3 of 20 1.0 Points

Which one of the following is true regarding the characteristics of business-to-business products?

 A. The raw material of a manufacturer’s product is classified as Entering products.

 B. Office supplies are classified as Foundation products.

 C. The manufacturing plant of a business is regarded as a Facilitating product.

 D. Services that a B2B firm buys are classified as Maintenance products

Question 4 of 20 1.0 Points

Which one of the following is an example of a Business-to-business transaction?

 A. Checkers selling a hairdryer to a housewife

 B. A manufactures of furniture selling to consumers at its factory shop

 C. Makro selling shoes to spaza retailers

 D. An importer of kitchenware selling his products at morning markets

Question 5 of 20 1.0 Points

Which one of the following is true regarding the marketing strategy of business-to business organisations (marketers)?

 A. Business-to-business marketers often sell directly to their client organisations.

 B. When competitive bidding is used to select a supplier firm the price of the product is of lesser importance.

 C. Television advertising is used as a primary communication medium by business marketers.

 D. Business marketers aim their marketing effort at one person in the client firm.

Question 6 of 201.0

PointsWhich one of the following statements regarding the marketing strategies of B2B and B2C is wrong?

 A. B2B organisations are more inclined to sell “system solutions” than “products solutions”

 B. Promotional campaigns are more targeted at specific customers that in the case of B2C businesses

 C. Formal market research are done less in the case of B2B organisations

 D. More sophisticated market segmentation techniques are used by B2B marketersReset Selection

Question 7 of 20 1.0 Points

Which one of the following statements is true regarding the buying behaviour in business-to-business markets compared to final consumer buying?

 A. There are fewer buying influences in organisational buying.

 B. Final customers interacts more with suppliers that B2B customer firms.

 C. Organisational buyers are more homogeneous

 D. The buying process of business customers is longer than in the case of final consumer

Question 8 of 201.0

PointsA market characteristic in business-to-business marketing is that demand is derived. Derived demand refers to …

 A. the demand that a manufacturer has for raw material such as iron ore. 

 B. the demand that a retailer has for a manufacturer’s product

 C. the demand that a government buyer has for the product of a commercial enterprise

 D. the demand of an industrial product is based on the demand of the final consumer

Question 9 of 20 1.0 Points

Professional buyers play an important role in a buying centre. Which one of the following is not a role that they play?

 A. they contribute to realising the competitive advantage of the firm

 B. they do market research about potential suppliers and their company’s customers

 C. they establish a buying centre when strategic products are to be bought

 D. they ensure that the quality of suppliers and of their products are kept at a high levelReset Selection

Question 10 of 20 1.0 Points

The price plus transportation, ordering cost, maintenance costs and operating cost of a specific supplier’s product is considered in which stage of the buying process a customer firm follows?

 A. Stage 1

 B. Stage 2

 C. Stage 3

 D. Stage 4

Question 11 of 20 1.0 Points

The members of a buying centre formed to purchase a strategic product is called the …

 A. initiators

 B. buying agents

 C. decision-makers

 D. users

Question 12 of 20 1.0 Points

The individual or department responsible for buying a product from the chosen supplier is known as the …

 A. decision-maker

 B. buying agent

 C. influencer

 D. gatekeeperReset Selection

Question 13 of 20 1.0 Points

Which one of the following is not a criterion that a client firm uses to evaluate the product of suppliers?

 A. quality

 B. delivery reliability

 C. styling and design

 D. primary technologyReset Selection

Question 14 of 20 1.0 Points

The type of buying decision that will take place with a very expensive piece of machinery that a client firm already uses in its manufacturing process will most probably be a …

 A. straight-rebuy buying decision

 B. new-buy buying decision

 C. decentralised buying decision

 D. modified-rebuy buying decision

Question 15 of 20 1.0 Points

The lengthiest buying process that a business customer goes through takes place with a …

 A. centralised buying situation

 B. decentralised buying decision

 C. modified-rebuy buying decision

 D. new-buy buying decision

Question 16 of 20 1.0 Points

The strategy pursued by a company aimed at gaining the most value for the corporation or business unit by, inter alia, sharing resources, technologies, manufacturing processes, functional programs and knowledge is called the …

 A. Innovation strategy

 B. First-mover strategy

 C. Synergy strategy

 D. Focus strategyReset Selection

Question 17 of 20 1.0 Points

Which one of the following statements is incorrect?

 A. Strategic marketing management is analytical in nature and marketing management is intuitive.

 B. Strategic marketing focuses on searching for new market opportunities and marketing management on the analysis of these opportunities.

 C. Strategic marketing looks for marketing synergy between business units and marketing. management focuses on an individual business unit.

 D. Strategic marketing has a longer term orientation than marketing management.Reset Selection

Question 18 of 201.0

PointsWhich one of the following statements is wrong?

 A. The corporate strategy spells out in which businesses the organisation should be involved in.

 B. The corporate strategy spells out how resources should be allocated to the different markets the organisation competes in.

 C. The corporate strategy is, inter alia, based on the core competencies the organisation has

 D. The corporate strategy is also called the SBU strategy.Reset Selection

Question 19 of 20 1.0 Points

Which one of the following statements is untrue?

 A. Strategic management and formulating the organisation’s strategy is one and the same thing.

 B. Strategic management is performed by the top management at the corporate and/or business unit level.

 C. Strategic management can be performed informally.

 D. Strategic marketing is the contribution that marketing management makes at top management level.Reset Selection

Question 20 of 20 1.0 Points

Complete the following sentence. Target market selection is done at the … level.

 A. functional

 B. business unit

 C. corporate

 D. strategic

Toyota buys the tyres of the Fortuner series motor vehicles from Dunlop. These tyres are regarded as …

A. Foundation products

B. Facilitating products

C. Capital products

D. Entering products

Question 2 of 20

1.0 Points

Which one of the following is an example of a Business-to-business transaction?

A. Checkers selling a hairdryer to a housewife

B. A manufactures of furniture selling to consumers at its factory shop

C. Makro selling shoes to spaza retailers

D. An importer of kitchenware selling his products at morning markets

Question 3 of 20

1.0 Points

Which one of the following statements about B2B products is true?

A. B2B products cannot be used by final consumers

B. B2B products are larger in bulk that consumer products

C. B2B products cannot be final products, but are “in-process” products

D. B2B products include products like laptops

Question 4 of 20

1.0 Points

A school (an organisational customer) buying office supplies could be classified as a(n) … customer.

A. commercial

B. public sector

C. institutional

D. intermediary

Question 5 of 20

1.0 Points

A municipality buying dustbins from a Durban supplier is classified as a(n) …

A. government buyer

B. commercial buyer

C. intermediary buyer

D. institutional buyer

Question 6 of 20

1.0 Points

Which one of the following statements is incorrect regarding the marketing strategy of a business to business marketer?

A. Products are more frequently tailor-made for client firms.

B. Fewer intermediaries are used.

C. Advertising is less important than personal selling.

D. Branding is more important in business markets.

Question 7 of 20

1.0 Points

Which one of the following statements regarding the marketing strategies of B2B and B2C is wrong?

A. B2B organisations are more inclined to sell “system solutions” than “products solutions”

B. Promotional campaigns are more targeted at specific customers that in the case of B2C businesses

C. Formal market research are done less in the case of B2B organisations

D. More sophisticated market segmentation techniques are used by B2B marketers

Question 8 of 20

1.0 Points

Which one of the following is not a characteristic of a business-to-business market?

A. Relatively few competitors

B. Relatively few buyers (customers)

C. More indirect distribution channels

D. Buyers are geographically concentrated

Part 2 of 3 - SU 2 7.0 Points

Question 9 of 20

1.0 Points

The individual or department responsible for buying a product from the chosen supplier is known as the …

A. decision-maker

B. buying agent

C. influencer

D. gatekeeper

Question 10 of 20

1.0 Points

A supplier’s marketing effort to end consumers is considered in which stage of the buying process a customer firm follows?

A. Stage 1

B. Stage 2

C. Stage 3

D. Stage 4

Question 11 of 20

1.0 Points

A supplier’s capacity to deliver the quantity of components the customer firm requires is considered in which stage of the buying process a customer firm follows?

A. Stage 1

B. Stage 2

C. Stage 3

D. Stage 4

Question 12 of 20

1.0 Points

Professional buyers in the buying centre play an important role. Which one of the following is not a role that they play?

A. They ensure that the minimum requirement in terms of quality is met for all products to be bought by the customer firm.

B. They perform the price/cost analysis for all products bought by the firm.

C. They draw up the terms and conditions as the minimum standards for suppliers to meet.

D. They serve as the primary negotiators about quality levels when buying strategic products.

Question 13 of 20

1.0 Points

Chapter 2 on Business-to-business buying focuses on …

A. how customer firms go about buying business marketers’ products.

B. how business marketers sell their products to business customers.

C. how marketing firms buy products from their suppliers.

D. how suppliers and buyers establish business relationships with each other.

Question 14 of 20

1.0 Points

When a business client spends a lot of time deciding whether to buy the marketer’s product, or a competitor’s product, due to the financial, performance and social risk involved in the purchase, is it usually takes place with a …

A. new-task buying decision

B. modified-rebuy buying decision

C. straight-rebuy buying decision

D. risky buying decision

Question 15 of 20

1.0 Points

The most routine buying situation that an industrial buyer could perform is …

A. straight rebuy

B. modified rebuy

C. new-task buy

D. homogeneous buy

Question 16 of 20

1.0 Points

… can be defined as the decision-making process of a business’s management team to determine the long-term direction the business should take based on internal and external environmental forces, to set milestones in the quest to get there and to develop long-term plans to get to these milestones.

A. Strategic marketing

B. The corporate strategy

C. Marketing management

D. Strategic management

Question 17 of 20

1.0 Points

The Business strategy consists of three sub strategies. Which one of the following is not one of them?

A. The corporate strategy

B. The marketing strategy

C. The innovation strategy

D. The business unit strategy

Question 18 of 20

1.0 Points

Which one of the following statements is incorrect?

A. Strategic marketing management is analytical in nature and marketing management is intuitive.

B. Strategic marketing focuses on searching for new market opportunities and marketing management on the analysis of these opportunities.

C. Strategic marketing looks for marketing synergy between business units and marketing. management focuses on an individual business unit.

D. Strategic marketing has a longer term orientation than marketing management.

Question 19 of 20

1.0 Points

The competitive strategy consists of five sub-strategies. Which one of the following is a competitive strategy?

A. A divestment strategy

B. An innovation strategy

C. A target market strategy

D. A low-cost strategy

Question 20 of 20

1.0 Points

Which one of the following statements is wrong?

A. The corporate strategy spells out in which businesses the organisation should be involved in.

B. The corporate strategy spells out how resources should be allocated to the different markets the organisation competes in.

C. The corporate strategy is, inter alia, based on the core competencies the organisation has

D. The corporate strategy is also called the SBU strategy.

Y