MKT101

Who is involved in the decision-making process to buy a business, responsible for negotiating prices and suitable suppliers?

• Buyer

• Decider

• Influencer

• User

The purchasing decision requires some research where, the buyer wants to modify the product specifications, price, terms or supplier is the purchasing issue below?

• Modified

• Straight rebuy

• New task

• All correct

Which of the following factors belongs to the organizational factors influencing business buying behavior?

• Economic conditions

• Corporate culture

• Technological changes

• Government policies

How many stages are there in the business buying process?

• 5 stages

• 6 stages

• 7 stages

• 8 stages

Buying a packaged solution to a problem form a singer seller, thus avoiding all the separate decisions involved in a complex buying situation

• supplier development

• straight rebuy

• systems selling

• buying center

Stage in business buying process in which a buyer describes the general characteristics and quantity of a needed item

• performance review

• problem recognition

• product specification

• general need description

1. What is the purpose of supplier development in the business market?

• Reduce product transportation costs

• Ensure consistent, reliable supplies of products and materials

• Increased dependence on a single supplier

• Reduce the number of partners for ease of management

Why is the purchasing process in the business market often more professional?

• Because buyers are usually individual customers

• Because there are many people involved and decisions are based on detailed analysis

• Because products are often cheaper

• Because the purchasing process requires little negotiation and appraisal

Which of the following is most likely true about a straight rebuy?

• It requires little customer relationship management

• It is more complex than a new-task situation

• It often involves products with low risks

• It occurs when a buyer wants to locate the best deal on the market

Which of the following is NOT part of the business market?

• Scott Sign Systems sells interior signs to an Alabama resort.

• A country club buys chemicals for its swimming pool.

• Sue buys a gift for her mother.

• A Canadian software company buys tickets to send a group of salespeople to make a presentation to a heavy equipment manufacturer in Japan.