【正文】 175 Chapter 7: Analyzing Business Markets GENERAL CONCEPT QUESTIONS Multiple Choice 1. To create and capture value, sellers need to understand business anizations’ needs, resources, policies, and ________. a. demands b. protocols c. strategies d. buying procedures e. personnel policies Answer: d Page: 209 Level of difficulty: Easy 2. Webster and Wind define ________ as the decisionmaking process by which formal anizations establish the need for purchased products and services and identify, evaluate, and choose among alternative brands and suppliers. a. marketing channels b. anizational buying c. demandoriented buying d. purchasing e. inventory control Answer: b Page: 210 Level of difficulty: Medium 3. The ________ consists of all the anizations that acquire goods and services used in the production of other products or services that are sold, rented, or supplied to others. a. business market b. consumer market c. emerce market d. global market e. supplier market Answer: a Page: 210 Level of difficulty: Medium Part 3: Connecting with Customers 176 4. Business markets have several characteristics that contrast sharply with those of consumer markets. All of the following would be among those characteristics EXCEPT ________. a. fewer, larger buyers b. close suppliercustomer relationship c. professional purchasing d. inverted demand e. multiple sales calls Answer: d Pages: 210–211 Level of difficulty: Hard 5. All of the following would be among the major industries that make up the business market EXCEPT ________. a. agriculture, forestry, and fisheries b. manufacturing c. construction d. banking, finance, and insurance e. the Inter Answer: e Page: 210 Level of difficulty: hard 6. Trained purchasing agents, who must follow their anization’s ________, often purchase business goods. a. culture b. past purchasing history c. purchasing policies, constraints, and requirements d. needs e. financial budgets Answer: c Page: 211 Level of difficulty: Medium 7. Ultimately, the amount of steel sold to General Motors depends on the consumer’s demand for GM cars and trucks. From the standpoint of the steel manufacturer, which of the following demand forms is most pertinent? a. Derived demand b. Inelastic demand c. Geographic demand d. Relational demand e. Static demand Answer: a Page: 211 Level of difficulty: Hard 8. The demand for business goods is ultimately derived from the demand for ________. a. raw materials b. consumer goods c. electronics d. business solutions e. emerce Answer: b Page: 211 Level of difficulty: Easy Chapter 7: Analyzing Business Markets 177 9. The business buyer faces many decisions in making a purchase. The number of decisions depends on the buying situation. All of the following examples are appropriate to the preceding EXCEPT ________. a. plexity of the problem being solved b. newness of the buying requirement c. number of people involved d. applicability of situation to mission statement e. time required Answer: d Page: 212 Level of difficulty: Hard 10. The purchasing department buys office supplies on a routine basis. This type of purchase is classified as a ________. a. straight rebuy b. modified rebuy c. new task d. secondary purchase e. preordained purchase Answer: a Page: 212 Level of difficulty: Easy 11. There are a series of guidelines for selling to small businesses. Which of the following should not be among those guidelines? a. Don’t waste their time. b. Do keep it simple. c. Do use the Inter. d. Don’t fet about direct contact. e. Do lump small and midsize businesses together for efficiency sake. Answer: e Page: 212 Level of difficulty: Medium 12. The business buyer makes the fewest decisions in the ________. a. modified rebuy b. regular buy c. straight rebuy d. new rebuy e. new task buy Answer: c Page: 213 Level of difficulty: Medium 13. Many business buyers prefer to buy a total solution to a problem from one seller. ________ is the correct term for this process. a. Channel consolidation b. Systems buying c. Vertical buying d. Horizontal buying e. Supply buying Answer: b Page: 213 Level of difficulty: Medium Part 3: Connecting with Customers 178 14. Xerox offers a ________ approach to prospective clients when it offers a plete turnkey procedure, operation, and management of the client’s information and munication need. a. supply buying b. primary buying c. systems buying d. coop buying system e. direct buying Answer: c Page: 213 Level of difficulty: Medium 15. If Ampex Support Systems is the single supplier for a local manufacturing pany’s MRO (maintenance, repair, operating) supplies and needs, Ampex Support Systems would then be considered as providing ________ for the manufacturer. a. systems buying b. purchasing support c. turnkey logistics d. decision support e. systems contracting Answer: e Page: 214 Level of difficulty: Hard 16. ________ is a key industrial marketing strategy in bidding to build largescale industrial products (., dams, pipelines, et cetera). a. Systems contracting b. Systems buying c. Systems selling d. Solutions buying e. Turnkey logistics Answer: c Page: 214 Level of difficulty: Hard 17. ________ is posed of all those individuals and groups who participate in the purchasing decisionmaking process, who share some mon goals and the risks arising from their decisions. a. The buying center b. The marketing sales team c. Strategic management d. Engineering support e. The logistics center Answer: a Page: 214 Level of difficulty: Medium Chapter 7: Analyzing Business Markets 179 18. In the purchasing decision process,