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ADMS 2200 Study Guide - Final Guide: Association To Advance Collegiate Schools Of Business, Personal Selling, Management SystemExam


Department
Administrative Studies
Course Code
ADMS 2200
Professor
Xianghong Li
Study Guide
Final

This preview shows pages 1-3. to view the full 36 pages of the document.
Copyright © 2013 Nelson Education Ltd. 5-1
Chapter 5Business-to-Business (B2B) Marketing
MULTIPLE CHOICE
1. How does the purchasing process for business products differ from the purchasing process for
consumer products?
a.
distribution channels for business products are significantly longer
b.
customer relationships for business products tend to be short term and transaction
based
c.
personal selling plays a much larger role in business product markets
d.
customer service plays a smaller role in the distribution of business products
ANS: C PTS: 1 DIF: 2 REF: 138
OBJ: 5-1 BLM: Remember
NOT: AACSB Reflective Thinking | TB&E Model Customer
2. Why do marketing strategies designed to reach consumers differ from strategies designed to
reach businesses?
a.
consumers expect a higher level of customer service than do businesses
b.
businesses respond better to advertising than do consumers
c.
consumers act in groups but business buyers act alone
d.
business buying often involves more technical issues
ANS: D PTS: 1 DIF: 2 REF: 139
OBJ: 5-1 BLM: Higher Order
NOT: AACSB Reflective Thinking | TB&E Model Strategy
3. What do MOST businesses expect when they enter the marketplace to buy goods and
services?
a.
to enjoy a high level of customer service
b.
to locate vendors through the Yellow Pages
c.
to find standard items that will fill their needs
d.
to make quick purchasing decisions
ANS: A PTS: 1 DIF: 2 REF: 138
OBJ: 5-1 BLM: Higher Order
NOT: AACSB Reflective Thinking | TB&E Model Customer
4. Which of the following statements best describes the business market compared to the
consumer market?
a.
Customization tends to be less.
b.
Negotiations are shorter.
c.
Distribution channels are shorter.
d.
Customer relations are less enduring.
ANS: C PTS: 1 DIF: 3 REF: 138
OBJ: 5-1 BLM: Remember NOT: AACSB Analytic | TB&E Model Customer

Only pages 1-3 are available for preview. Some parts have been intentionally blurred.

Chapter 5 Business-to-Business (B2B) Marketing
Copyright © 2013 Nelson Education Ltd. 5-2
5. Which of the following is NOT included in the four segments of the B2B marketplace?
a.
the entertainment industry
b.
government
c.
the commercial market
d.
trade industries
ANS: A PTS: 1 DIF: 1 REF: 138
OBJ: 5-1 BLM: Remember NOT: AACSB Analytic | TB&E Model Customer
6. What is the largest segment of the business market?
a.
trade industries
b.
institutions
c.
government organizations
d.
commercial markets
ANS: D PTS: 1 DIF: 2 REF: 140
OBJ: 5-1 BLM: Remember NOT: AACSB Analytic | TB&E Model Customer
7. What is the name of the component of the business market that consists of individuals and
firms that acquire goods and services to be used, directly or indirectly, in producing other
goods and services?
a.
wholesaling and retailing
b.
government
c.
the commercial market
d.
an institution
ANS: C PTS: 1 DIF: 1 REF: 140
OBJ: 5-1 BLM: Remember NOT: AACSB Analytic | TB&E Model Customer
8. What do the trade industries consist of?
a.
manufacturers
b.
wholesalers and retailers
c.
farmers
d.
transportation
ANS: B PTS: 1 DIF: 1 REF: 140
OBJ: 5-1 BLM: Remember NOT: AACSB Analytic | TB&E Model Customer
9. Which of the following characteristics best describes the institution segment of a B2B market?
a.
It may have rigid purchasing procedures.
b.
It provides business services to the other members of the market.
c.
It tends to have greater financial resources than industrial customers.
d.
It is accountable to their clients and shareholders.
ANS: A PTS: 1 DIF: 2 REF: 141
OBJ: 5-1 BLM: Remember NOT: AACSB Analytic | TB&E Model Customer

Only pages 1-3 are available for preview. Some parts have been intentionally blurred.

Chapter 5 Business-to-Business (B2B) Marketing
Copyright © 2013 Nelson Education Ltd. 5-3
10. Why does the government segment of the B2B market MOST commonly buy products?
a.
to resell to the public
b.
to provide public benefits
c.
to acquire customized items
d.
to use domestic sources only
ANS: B PTS: 1 DIF: 2 REF: 140
OBJ: 5-1 BLM: Remember NOT: AACSB Analytic | TB&E Model Customer
11. What market has the primary motivation of providing some form of public benefit when
making a purchase?
a.
the industrial market
b.
the global market
c.
the government market
d.
the trade industries
ANS: C PTS: 1 DIF: 2 REF: 140
OBJ: 5-1 BLM: Remember NOT: AACSB Analytic | TB&E Model Customer
12. Which of the following is NOT found in e-commerce serving the business market?
a.
private portals that allow customers access to products and vendors
b.
service pages accessed using passwords provided by B2B marketers
c.
online auctions where business goods may be purchased
d.
chat rooms dedicated to opinions of new products
ANS: D PTS: 1 DIF: 1 REF: 141
OBJ: 5-1 BLM: Remember NOT: AACSB Analytic | TB&E Model Customer
13. Which of the following is NOT a commonly used basis for segmenting the business market?
a.
educational attainments of buyers
b.
customer type
c.
demographics using the size of the firm
d.
product end-use application
ANS: A PTS: 1 DIF: 3 REF: 143
OBJ: 5-2 BLM: Remember NOT: AACSB Analytic | TB&E Model Customer
14. When the B2B market is segmented on the basis of product specifications issued by
organizational buyers, what type of segmentation is it known as?
a.
customer-based segmentation
b.
profit-generating segmentation
c.
benefits segmentation
d.
engineering and design segmentation
ANS: A PTS: 1 DIF: 2 REF: 143
OBJ: 5-2 BLM: Remember NOT: AACSB Analytic | TB&E Model Customer
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