B2B Buying Process – Exam

A catering supplier compares rival prices before setting their own to stay affordable but profitable. What pricing method is this?

• Cost-Plus Pricing

• Value-Based Pricing

• Competitor-Based Pricing

• Academic Approach

After finalizing the price and warranty, the hotel and the supplier agree on delivery schedule and payment terms. What B2B stage is this?

• Performance Review

• Supplier Selection

• Order-Routine Specification

• Proposal Solicitation

A hospital continues ordering from a trusted supplier despite higher prices because it values reliability. This reflects:

• Customer Size and Buying Volume

• Value of Relationship and Support

• Purchase Frequency

• Business Cycle and Urgency

Which of the following correctly shows the proper order of the B2B Buying Process?

• Supplier Search → Product Specification → Proposal Solicitation → Order-Routine → Performance Review

• Problem Recognition → Need Description → Product Specification → Supplier Search → Proposal Solicitation → Supplier Selection → Order-Routine Specification → Performance Review

• Need Description → Supplier Search → Proposal Solicitation → Supplier Selection → Performance Review → Problem Recognition

• Product Specification → Order Routine → Performance Review → Supplier Selection

When a bakery pays extra for fast flour delivery during Christmas, it shows:

• Market Growth Dynamics

• Customer Size

• Business Cycle and Urgency

• Product Specification

The hotel realizes its kitchen is inefficient due to outdated equipment. What stage begins here?

• Problem Recognition

• Solution Implementation

• Post-Purchase Evaluation

• Alternative Search

The buying team realizes they need new stoves for the hotel kitchen. This is an example of which stage in the business buying process?

• Product Specification

• Supplier Selection

• Problem Recognition

• Need Description

The buying team discusses how many ovens to order and what features they must have. This is:

• Product Specification

• Need Description

• Supplier Search

• Proposal Solicitation

A company sets prices based on how customers perceive the product’s value rather than the cost. This is:

• Cost-Plus Pricing

• Value-Based Pricing

• Competitor-Based Pricing

• Volume Pricing

The supplier calls back months later to check if the stoves meet expectations. This is part of:

• Proposal Solicitation

• Supplier Selection

• Performance Review

• Need Description