【正文】 the ________ are those who request that something be purchased. They may be users or others in the anization. a. users b. initiators c. influencers d. deciders e. approvers Answer: b Page: 214 Level of difficulty: Easy 19. In the purchasing decision process, the ________ are those who have the power to prevent sellers or information from reaching members of the buying center. a. gatekeepers b. buyers c. initiators d. approvers e. deciders Answer: a Page: 215 Level of difficulty: Medium 20. The typical buying center has a minimum of ________ members. a. 2–3 b. 3–4 c. 4–5 d. 5–6 e. 10 Answer: d Page: 215 Level of difficulty: Hard 21. Webster cautions that ultimately, ________ make purchasing decisions. a. only senior managers b. individuals, not anizations c. anizations, not individuals d. third parties e. systems contractors Answer: b Page: 215 Level of difficulty: Medium 22. Small sellers concentrate their marketing efforts on reaching ________. a. approvers b. initiators c. key buying influencers d. users e. the purchasing staff Answer: c Page: 216 Level of difficulty: Medium Part 3: Connecting with Customers 180 23. To the ________ price is everything and transactional selling is used. a. solutionoriented customers b. ineoriented customers c. goldstandard customers d. strategicvalue customers e. priceoriented customers Answer: e Page: 216 Level of difficulty: Easy 24. The strategicvalue customers want a fairly permanent solesupplier relationship with your pany. Which of the following would be the best selling format to use with the strategicvalue customer? a. Transactional selling b. Consultative selling c. Quality selling d. Enterprise selling e. Indirect demand selling Answer: d Page: 216 Level of difficulty: Hard 25. Some customers are willing to handle priceoriented buyers by setting a lower price, but establishing restrictive conditions. All of the following would be among those conditions EXCEPT ________. a. limiting the quantity that can be purchased b. no refunds c. no adjustments d. no services e. no customer advertising Answer: e Page: 216 Level of difficulty: Medium 26. If a supplier signs an agreement with a customer that states $350,000 in savings will be earned by the customer over the next 18 months in an exchange for a tenfold increase in the customer’s share of supplies ordered by the customer, the two parties will have participated in what is called ________. a. solution selling b. consultative selling c. risk and gain sharing d. strategic alignment e. demand shifting Answer: c Page: 217 Level of difficulty: Medium Chapter 7: Analyzing Business Markets 181 27. . Grainger employees work at large customer facilities to reduce materialsmanagement costs. Which of the following forms of solution selling is . Grainger using? a. Solutions to partnerships. b. Solutions to alter corporate culture. c. Solutions to enhance customer revenues. d. Solutions to decrease customer risks. e. Solutions to reduce customer costs. Answer: e Page: 217 Level of difficulty: Medium 28. In principle, business buyers seek to ________ in relation a market offering’s costs. a. spread risks b. obtain the highest benefit package c. maintain everydaylowprices d. outsource as much as is possible e. eliminate partners’ shares in profits as much as possible Answer: b Page: 217 Level of difficulty: Hard 29. In the past, what position did purchasing departments hold in the management hierarchy of most anizations? a. A high level because of their role in managing the pany’s costs. b. A moderate level because of their spotty record on controlling costs. c. A low level despite the fact that they manage more than half of the pany’s costs. d. A secretive position. e. There has been no determination of this position. Answer: c Page: 218 Level of difficulty: Hard 30. The new, more strategicallyoriented purchasing departments have a mission. Which of the following most accurately describes that mission? a. Make the most profit possible and remain independent of entanglements. b. Approach every purchasing opportunity as means to create interdependency. c. Seek the best value from fewer and better suppliers. d. Outsource the supply function. e. Abandon all strategies except for systems selling and buying. Answer: c Page: 218 Level of difficulty: Hard 31. When the purchaser’s focus is short term and tactical and they are rewarded on their ability to obtain the lowest price from suppliers for the given level of quality and availability, this is referred to as ________. a. procurement orientation b. supply chain management orientation c. buying orientation d. sellers orientation e. market orientation Answer: c Page: 218 Level of difficulty: Medium Part 3: Connecting with Customers 182 32. When buyers simultaneously seek quality improvements and cost reductions and they develop collaborative relationships with major suppliers and seek savings through better management of acquisition, conversion, and disposal costs, this is referred to as ________. a. sellers orientation b. supply chain management orientation c. market orientation d. procurement orientation e. buying orientation Answer: d Page: 218 Level of difficulty: Hard 33. When the purchasing role is further broadened to bee a more strategic, valueadding operation, this is referred to as ________. a. supply chain management orientation b. buying orientation c. sellers orientation d. procurement orientation e. routine orientation Answer: a Page: 218 Level of difficulty: Medium 34. Peter Kraljic distinguished four productrelated purchasing processes. Which of the following