B2B Buying situations, buying process, and buying practices

Which ONE of the following options of the Buying situations of a B2B customer is the BEST for the marketer ?

• New Task Buy

• Modified Rebuy

• Straight Rebuy

• Blind Rebuy

Which ONE of the following roles of the B2B buying Center will be most concerned to know about your after-sales service, maintenance support available from you and warranty terms & conditions?

• Decider

• Buyer

• Maintainer

• Influencer

• User

Which ONE reason of the following will explain the B2B buying practice of purchasing directly from the manufacturer, and NOT its channel?

• The channel partner is locally available.

• Channel partner is perceived to be less competent as compared to the manufacturer as direct supplier.

• Channel partner is dependent on manufacturer.

• Goals of channel partner are not same as that of the manufacturer.

For you to be a supplier to Samsung,If Samsung has a pre-qualification condition that your firm has to necessarily buy all your mobile phones from Samsung only, then Samsung follows _________ buying practice.

• Joint demand

• Extensive Negotiating

• Reciprocity

• ABC classification

Which ONE of the following buying center roles is most difficult for marketer to identify, and that it has the power to change the direction of the buying decision being deliberated by other members of the buying center?

• Initiator

• Buyer

• Influencer

• Maintainer

At which ONE of the following buying stages, the Initiator in Buying Center triggers the buying process?

• Need Identification

• Supplier Search and Pre-qualification

• Product Specification

• Problem Recognition

The Gatekeeper in buying center controls the flow of ________ .

• Information

• Marketing persons

• Placement of purchase order or supply contract

• Products purchased

The worst buying situation for you as a B2b marketer is ___________.

• New task buy triggered by your competitor

• Modified rebuy with competitor in the lead

• Modified rebuy with you in lead

• Straight rebuy for your competitor

Which ONE of the following is the MOST realistic and feasible strategic option for you to follow when your competitor is in lead over you in a modified rebuy situation?

• Convert it to straight rebuy in your favour

• Convert it new task buy in your favour

• Convert it modified rebuy in your favour

• Convert it to new task buy in favour of competitor

Which ALL of the following will YOU do as marketer when your customer is at the ‘Purchase, Get supply and use’ stage in its buying process?

• Ensure complete supply of products as per terms & conditions in supply order

• Train the users for trouble-free adoption of supplied product

• Continuously monitor smooth adoption of the new product purchased by the customer

• Perform review of product performance every three months after supply