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WorksheetsB2B Buying situations, buying process, and buying practices
Total questions: 20
Worksheet time: 19mins
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
Which ONE of the following is MOST appropriate for you to do as marketer to win the satisfaction of ‘Maintainer’ in customer’s buying center?
Remove his/her risk perception of product failure with efficient after-sales support
Offer discount for buying additional product as standby
Provide extensive information on technology used in the product
Give comparative statement of performance of your product vis-à-vis that of your competitor
The Buygrid framework is a matrix on two-dimensions, i.e. ____________.
Buying situations and buying center roles
Buying center roles and buying practices
Buying process stages and buying situations
Buying situations and buying center roles
Your performance as marketers at __________ stage of customer’s buying process matters the MOST for getting the next purchase order as a straight rebuy.
Post-purchase performance review and behaviour
Supplier search and pre-qualification
Product specification
Purchase, get supply and use
Which ONE of the following is the expectation of highest importance to ‘user’ in the buying center, from the purchase decision outcome?
Lowest cost of purchase
Increase in productivity of the operations without any disruption
Extended comprehensive warranty on the purchased product
Reputation of the supplier
Which ONE of the following is the Most appropriate strategy for a marketer to adopt with the last purchase made by his/her customer was a straight rebuy?
Have strong customer relationship and protect from competitor influence
Watch and ‘tickle’ the customer gracefully
Navigate ahead of competition
Overtake the leading competitor
Transition from ‘General Need Description’ stage to ‘Product specification’ stage requires _________.
Negotiating the terms and conditions of supply contract
Training of users for smooth adoption of the product
Identification of technical details describing the product , both goods and services, alternatives that satisfy the need
Looking for competent suppliers who can satisfy the need
Which ONE of the following steps in buying process will NOT be followed in a straight rebuy situation?
General need description
Product specification
Purchase, get supply and use
Post purchase review and behaviour
Tata Motors, the manufacturer of Luxury coaches is ABSOLUTELY NOT AWARE about your Microfridge product. Which ONE stage of buying process would you first trigger them to for good outcome?
General need description
Problem identification
Product Specification
Supplier search & evaluation
IFFCO during its buying process for 500 Microfridges, wants to explore and ascertain which all firms are competent to supply as per specifications of product finalized by IFFCO. Identify which ONE of the following actions should the marketer focus on at this stage?
Make a presentation of their product
Look into IFFCO’s supplier pre-qualification process
Submit a technical and commercial proposal for Microfridges
Influence framing of product specification being finalized by IFFCO
Which ALL of the following are the Benefits to the marketer when the customer goes for a Straight rebuy situation for its next purchase of additional quantity of the product?
Wider range of options of the products for the customer
Long purchase process time
Keeps marketer’s competition out
Less expensive process for marketer
High risk exposure to the customer
