TOP 10 Learning Questions for :

Chapter 7) Analyzing Business Marketing

Auren B.Galang May 2010

1. Organizational buying is the decision-making process by which __ organizations establish the need for purchased goods and services.

A. Multiple B. FormalC. InformalD. Independents

2

2.The demand for business goods is ultimately derived from the demand for consumer goods. For this reason , the business marketer must closely monitor the ___ of ultimate consumers.

A. Preference B. Buying powerC. DesiresD. Buying pattern

3

A. Larger buyersB. Fewer buyersC. Geographically concentrated marketsD. Singular Buying InfluenceE. Derived Demand

4

3. Compared to Consumer Market, business markets generally have the following characteristics except:

4. The following are all part of the buying center except:

A. SellersB. InitiatorsC. DecidersD. InfluencersE. Gatekeeper

5

5. Which of the following is False?

A. System buying practice originated with government purchases of major weapons and communication.

B. Many buyers prefer to buy a total solution to a problem from one seller.

C. One variant of systems buying is “system contracting” .

D. Systems contracting is when a single supplier provides the buyer with his entire requirement of MRO.

6

6. Which of the following statement is true?

A. The total demand for many business goods and services is elastic- that is much affected by price changes

B. The demand for business goods and services tends to be more steady than demand for consumer goods.

C. The geographical concentration of producers helps reduce selling costs.

D. Business buyers often buy via intermediaries.

7

7. The government choosing Smartmatic as the country’s system provider for an automated election is an example of:

A. System BuyingB. System SellingC. System ContractingD. Systems thinking

8

A. InitiatorsB. InfluencersC. DecidersD. ApproversE. Gatekeepers

9

8. Purchasing agents, receptionists, or telephone operators that may prevent salespersons from contracting users or deciders is an example of:

9. Replenishment of Office Supplies from a chosen supplier on a routine basis is a classic example of:

A. Straight Re-buyB. Modified Re-buyC. New Task

10

10. The infamous ZTE-NBN deal having gone thru a bidding process to provide the government a Broadband solution may be referred to as:

A. System BuyingB. System SellingC. System ContractingD. Systems thinking

11

TOP 10 Learning Answers for :

(Chapter 7) Analyzing Business Marketing

Auren B.Galang May 2010

1. Organizational buying is the decision-making process by which __ organizations establish the need for purchased goods and services.

A. Multiple B. FormalC. InformalD. Independent

13

2.The demand for business goods is ultimately derived from the demand for consumer goods. For this reason , the business marketer must closely monitor the ___ of ultimate consumers.

A. Preference B. Buying powerC. DesiresD. Buying pattern

14

3. Compared to Consumer Market, business markets generally have the following characteristics except:

A. Larger buyersB. Fewer buyersC. Geographically concentrated marketsD. Singular Buying InfluenceE. Derived Demand

15

4. The following are all part of the buying center except:

A. SellersB. InitiatorsC. DecidersD. InfluencersE. Gatekeeper

16

5. Which of the following is False?

A. System buying practice originated with government purchases of major weapons and communication.

B. Many buyers prefer to buy a total solution to a problem from one seller.

C. One variant of systems buying is “system contracting” .

D. Systems contracting is when a single supplier provides the buyer with his entire requirement of MRO.

17

6. Which of the following statement is true?

A. The total demand for many business goods and services is elastic- that is much affected by price changes

B. The demand for business goods and services tends to be more steady than demand for consumer goods.

C. The geographical concentration of producers helps reduce selling costs.

D. Business buyers often buy via intermediaries.

18

7. The government choosing Smartmatic as the country’s system provider for an automated election is an example of:

A. System BuyingB. System SellingC. System ContractingD. Systems thinking

19

A. InitiatorsB. InfluencersC. DecidersD. ApproversE. Gatekeepers

20

8. Purchasing agents, receptionists, or telephone operators that may prevent salespersons from contracting users or deciders is an example of:

9. Replenishment of Office Supplies from a chosen supplier on a routine basis is a classic example of:

A. Straight Re-buyB. Modified Re-buyC. New Task

21

10. The infamous ZTE-NBN deal having gone thru a bidding process to provide the government a Broadband solution may be referred to as:

A. System BuyingB. System SellingC. System ContractingD. Systems thinking

22