Business Questions

classified advertisementOpen air hoardings/ BillboardsNeon signsDisplay advertisementsTV commercialSpecial display Internet

Which of the following is an example of a reseller?A) ManufacturerB) ProducerC) WholesalerD) InstitutionE) Government

In terms of business markets, organizations like hospitals that provide goods and services to people in their care are classified asA) manufacturers.B) producers.C) resellers.D) institutions.E) governments.

The business-to-business buying process is initiated by which of the following steps?A) The RFP processB) Need recognitionC) Proposal analysisD) Product specificationE) Vendor performance assessment

With its estimated outlay of $600 billion dollars for fiscal year 2011, the Pentagon represents which type of B2B organization?A) ManufacturerB) DistributorC) ResellerD) InstitutionE) Government

In _____ buying centers, all members of the team must reach a collective agreement that they can support a particular purchase.A) autocraticB) consensusC) consultativeD) democraticE) republic

In a(n) _____ buying center, there may be many participants, but one person makes the decision alone.A) autocraticB) consensualC) consultativeD) democraticE) republic

When Kinko's replenishes its supply of copy paper, it most likely involves a _____ situation.A) new buyB) standard rebuyC) modified rebuyD) straight rebuyE) material buy

In a _____ situation, the buying center is likely to proceed through all six steps in the buying process and involve many people in the buying decision.A) straight rebuyB) standard rebuyC) modified rebuyD) new buyE) capital buy

Franks Pizza oven is broken and Frank will need to buy a replacement. The purchase of capital equipment such as the ovenis an example of a _____ situation.A) straight rebuyB) standard rebuyC) modified rebuyD) new buyE) capital buy

Although social media is used to build relationships, in the B2B context, the majority of B2B marketers use _____ for their marketing efforts.A) FacebookB) TwitterC) LinkedinD) HootSuiteE) White papers

Autocratic buying centers are characterized byA) a single decision maker.B) collective agreement.C) majority rule.D) the solicitation of many opinions.E) many decision makers.

Most B2B buying situations can be categorized into three types: new buys, straight rebuys, andA) standard rebuys.B) capital buys.C) modified rebuys.D) repeat buys.E) strategic buys.

In _____, the buyer is often the only member of the buying center involved in the process.A) new buysB) standard rebuysC) modified rebuysD) straight rebuysE) material buys

John is involved in the buying center of a large organization. He ultimately will determine whether to buy, what to buy, how to buy, or where to buy. What role does John play in this situation?A) InitiatorB) InfluencerC) DeciderD) BuyerE) Gatekeeper

_____ is an entry point that is commonly used to find specific sites.A) A web hosting siteB) An intranetC) A web portalD) A micro blogE) A web link

Pharmaceutical companies have been criticized for direct-to-consumer television ads promoting the use of their brands of medication for specific medical conditions. With respect to buying centers, the pharmaceutical company plays the role of _____ in this situation.A) initiatorB) influencerC) deciderD) buyerE) gatekeeper

The University will purchase new computers during the summer to update its computer labs. Although the new computers will be more advanced in terms of their technology, the purchase itself will involve some of the same considerations as those used for previous purchases. This is an example of which of the following types of buying situation?A) Straight rebuyB) Standard rebuyC) Modified rebuyD) New buyE) Capital buy

In a(n) _____ buying center, one person is authorized to make a decision, but input from others is gathered before doing so.A) republicB) autocraticC) democraticD) consensualE) consultative

In this stage of the business-to-business buying process, firms are likely to narrow their selection to a few suppliers, often those with which they have existing relationships, and discuss key terms of the sale.A) The RFP processB) Vendor specificationC) Product specificationD) Vendor performance assessmentE) Proposal analysis and supplier selection