Question 1

The term ___________has become the established term to refer to those customers who are considered to be strategically important.

Accepted Answer

A)   partner
B)   key account
C)   stakeholder
D)   clientE) B) and D)
F) B) and C)

Question 2

Organizations that not only smooth the progress of products through the marketing channel but also add value to them by providing storage, services, or financial support are called:

Accepted Answer

A)   users.
B)   retailers.
C)   distributors.
D)   original equipment manufacturers.E) B) and C)
F) A) and B)

Question 3

Buying centre is another term for Decision Making Unit.

Accepted Answer

A) True 
 B)False  True

Question 4

Which of the following is not a characteristic of business markets?

Accepted Answer

A)   True he buying processes.
B)   The high level of promotion.
C)   The relationships.
D)   The nature of demand.E) A) and C)
F) None of the above

Question 5

Which of the following is the not a key issue of organizational buying behaviour?

Accepted Answer

A)   True he functions and processes.
B)   The strategy.
C)   The network of relationships.
D)   The promotional methods.E) A) and B)
F) B) and D)

Question 6

Symbolic is a form of corporate communications that emanate from the interactions, decisions, tone of voice, and overall empathy between employees and with others outside the organization.

Accepted Answer

A) True 
 B)False

Question 7

What is the fundamental purpose of Key Account Management?

Accepted Answer

A)   to create strategic alliances with key accounts through the development of long-term relationships .
B)   to create intended use of the product among key accounts.
C)   to create communications method to potential customers.
D)   to create distribution channels among potential clients.E) B) and C)
F) None of the above

Question 8

Equipment goods are necessary for manufacturing and operations to take place.

Accepted Answer

A) True 
 B)False

Question 9

There is little reason to invest in the ________________ customers in sector D. Relationships with these customers are weak and, because they are relatively unattractive in terms of profit potential, many of these customers should be let go-that is, released to competitors.

Accepted Answer

A)   must-have customers.
B)   need-to-have customers.
C)   do-not-need customers.
D)   good-to-have customers.E) A) and C)
F) A) and B)

Question 10

Users are people who have the potential to control the type and flow of information to the organization and to DMU members.

Accepted Answer

A) True 
 B)False

Question 11

Deciders are people who make organizational purchasing decisions and are often very difficult to identify.

Accepted Answer

A) True 
 B)False

Question 12

Supply goods are otherwise known as maintenance, repair, and operating materials (MRO) items.

Accepted Answer

A) True 
 B)False

Question 13

Organizations reduce the number of their suppliers, sometimes to just one, and _________is used to negotiate with suppliers on a cooperative basis in order to help build long-term relationships.

Accepted Answer

A)   strategic procurement
B)   buy evaluation
C)   price-minimizer strategy
D)   evaluation of proposalsE) B) and D)
F) A) and B)

Question 14

Fewer people are involved in the decision-making process for a modified rebuy than in the new task situation.

Accepted Answer

A) True 
 B)False

Question 15

A Customer Portfolio Matrix is a 2x2 grid that is used to reflect the strength of the relationships between a buyer and seller and the profitability each account represents to the seller.

Accepted Answer

A) True 
 B)False

Question 16

Commercial, government, and education institutions are identified as three broad types of B2B organizations.

Accepted Answer

A) True 
 B)False  False

Question 17

In B2B transactions demand is essentially _________. This means if suppliers raise their prices, most manufacturers will try to absorb the increases into their own cost structures to prevent letting their customers down in the short term, or because they are tied into fixed priced contracts.

Accepted Answer

A)   elastic
B)   mature
C)   inelastic
D)   stagnantE) B) and C)
F) A) and B) C

Question 18

In which stage of Key Account Management, suppliers identify and isolate those customer accounts that have key account potential?

Accepted Answer

A)   basic
B)   exploratory
C)   integrated
D)   cooperativeE) A) and B)
F) All of the above

Question 19

There are three aspects of demand in business markets: derivation, variance, and __________.

Accepted Answer

A)   elasticity
B)   competition
C)   supply
D)   relationshipsE) B) and C)
F) B) and D)

Question 20

Organizations communicate with one another and do so through application of a __________. This provides a series of cues through which stakeholders develop impressions about an organisation.

Accepted Answer

A)   corporate plan
B)   corporate communication mix
C)   corporate branding
D)   corporate social responsibilityE) All of the above
F) A) and C)

Exam 4: Business to Business Marketing

The term ___________has become the established term to refer to those customers who are considered to be strategically important.

Correct AnswerverifiedShow Answer

Organizations that not only smooth the progress of products through the marketing channel but also add value to them by providing storage, services, or financial support are called:

Correct AnswerverifiedShow Answer

Buying centre is another term for Decision Making Unit.

Correct AnswerverifiedTrue

Which of the following is not a characteristic of business markets?

Correct AnswerverifiedShow Answer

Which of the following is the not a key issue of organizational buying behaviour?

Correct AnswerverifiedShow Answer

Symbolic is a form of corporate communications that emanate from the interactions, decisions, tone of voice, and overall empathy between employees and with others outside the organization.

Correct AnswerverifiedShow Answer

What is the fundamental purpose of Key Account Management?

Correct AnswerverifiedShow Answer

Equipment goods are necessary for manufacturing and operations to take place.

Correct AnswerverifiedShow Answer

There is little reason to invest in the ________________ customers in sector D. Relationships with these customers are weak and, because they are relatively unattractive in terms of profit potential, many of these customers should be let go-that is, released to competitors.

Correct AnswerverifiedShow Answer

Users are people who have the potential to control the type and flow of information to the organization and to DMU members.

Correct AnswerverifiedShow Answer

Deciders are people who make organizational purchasing decisions and are often very difficult to identify.

Correct AnswerverifiedShow Answer

Supply goods are otherwise known as maintenance, repair, and operating materials (MRO) items.

Correct AnswerverifiedShow Answer

Organizations reduce the number of their suppliers, sometimes to just one, and _________is used to negotiate with suppliers on a cooperative basis in order to help build long-term relationships.

Correct AnswerverifiedShow Answer

Fewer people are involved in the decision-making process for a modified rebuy than in the new task situation.

Correct AnswerverifiedShow Answer

A Customer Portfolio Matrix is a 2x2 grid that is used to reflect the strength of the relationships between a buyer and seller and the profitability each account represents to the seller.

Correct AnswerverifiedShow Answer

Commercial, government, and education institutions are identified as three broad types of B2B organizations.

Correct AnswerverifiedFalse

In B2B transactions demand is essentially _________. This means if suppliers raise their prices, most manufacturers will try to absorb the increases into their own cost structures to prevent letting their customers down in the short term, or because they are tied into fixed priced contracts.

Correct AnswerverifiedC

In which stage of Key Account Management, suppliers identify and isolate those customer accounts that have key account potential?

Correct AnswerverifiedShow Answer

There are three aspects of demand in business markets: derivation, variance, and __________.

Correct AnswerverifiedShow Answer

Organizations communicate with one another and do so through application of a __________. This provides a series of cues through which stakeholders develop impressions about an organisation.

Correct AnswerverifiedShow Answer

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False

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C

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