Question 1

For many organizational consumers, price may be less important than such other factors as availability, quality, and service when making purchase decisions.

Accepted Answer

A) True 
 B)False

Question 2

Which statement concerning wholesalers is NOT correct?

Accepted Answer

A)   Wholesalers buy or handle merchandise and its subsequent resale to organizational users, retailers, and other wholesalers.
B)   Wholesalers do not sell significant quantities to final consumers.
C)   Total wholesaler sales exceed $3 trillion.
D)   Wholesalers generally eagerly welcome new products.E) B) and C)
F) All of the above

Question 3

Organizational consumers include manufacturers, wholesalers, retailers, and government and other nonprofit institutions.

Accepted Answer

A) True 
 B)False

Question 4

Which illustrates the use of persuasion as a means of conflict resolution in organizational marketing?

Accepted Answer

A)   Members agree to support each other in different situations.
B)   Members agree to secure further information before making a decision.
C)   After each member of a team presents his or her reasons why a particular supplier or brand should be chosen, a decision is reached.
D)   Members seek to convince outside parties and superiors to back their positions and then seek to win at power plays.E) None of the above
F) A) and B)

Question 5

Competitive bidding can be either open or closed.

Accepted Answer

A) True 
 B)False

Question 6

The North American Industry Classification System (NAICS)

Accepted Answer

A)   replaces the Standard Industrial Classification (SI
C)  .
B)   does not cover retail trade.
C)   does not cover wholesale trade.
D)   does not cover foreign organizational consumers.E) C) and D)
F) None of the above

Question 7

Which is NOT an organizational consumer?

Accepted Answer

A)   Wholesaler
B)   Retailer
C)   Government
D)   Final consumerE) C) and D)
F) A) and D)

Question 8

All organization pricing is either through competitive bidding or negotiation.

Accepted Answer

A) True 
 B)False

Question 9

Which of these questions is posed by vendor analysis?

Accepted Answer

A)   Is the motor self-lubricating?
B)   Can a standardized part replace a customized part?
C)   Can plastic pipe replace brass plumbing fittings in an industrial pump?
D)   Can General Electric deliver motors within three days of an order?E) None of the above
F) A) and B)

Question 10

A buying specialist could have an engineering, accounting, production, and/or marketing background depending on his or her role and the company for which he or she works.

Accepted Answer

A) True 
 B)False

Question 11

Which of these is NOT a general buying objective for all organizational consumers?

Accepted Answer

A)   Seller reliability
B)   Good terms (low prices) 
C)   Further saleability
D)   Consistent qualityE) None of the above
F) C) and D)

Question 12

a.	Present two examples of systems selling.
b. What are the benefits and limitations of systems selling for suppliers?
c. What are the benefits and limitations of systems selling for buyers?

Accepted Answer

a. Two examples of systems selling are:
...

Question 13

There are no separate North American Industry Classification System (NAICS)  code designations for

Accepted Answer

A)   manufacturers.
B)   government.
C)   wholesalers.
D)   nonprofit institutions.E) B) and C)
F) B) and D)

Question 14

A slotting fee represents a fee paid to a retailer for

Accepted Answer

A)   its providing shelf space.
B)   allocating advertising time and space.
C)   arranging physical distribution.
D)   giving superior customer service.E) A) and C)
F) A) and D)

Question 15

Competitive bidding and negotiation are most applicable if an organizational consumer is purchasing complex, custom-made goods and services.

Accepted Answer

A) True 
 B)False

Question 16

Competitors are able to determine the terms of the winning bid in closed bidding.

Accepted Answer

A) True 
 B)False

Question 17

Systems selling generally reduces the number of suppliers for an organizational consumer.

Accepted Answer

A) True 
 B)False

Question 18

An economic analysis suggests that each 1 percent increase in air travel results in a 3 percent increase in the demand for aircraft. Which concept does this link most clearly represent?

Accepted Answer

A)   Reciprocity
B)   Second-level derived demand
C)   The accelerator principle
D)   The domino effectE) None of the above
F) A) and D)

Question 19

Contrast the buying process for wholesalers and retailers with the buying process of the government.

Accepted Answer

The buying process for wholesalers and r...

Question 20

The level of formality and specialization used in the purchase process refers to an organization's

Accepted Answer

A)   buying structure.
B)   buying objectives.
C)   purchase constraints.
D)   exclusivity of its buying arrangements.E) B) and C)
F) None of the above

Exam 9: Organizational Consumers

Organizational consumers include manufacturers, wholesalers, retailers, and government and other nonprofit institutions.

Correct AnswerverifiedShow Answer

Which of these is NOT a general buying objective for all organizational consumers?

Correct AnswerverifiedShow Answer

The level of formality and specialization used in the purchase process refers to an organization's

Correct AnswerverifiedShow Answer

The North American Industry Classification System (NAICS)

Correct AnswerverifiedShow Answer

All organization pricing is either through competitive bidding or negotiation.

Correct AnswerverifiedShow Answer

Which illustrates the use of persuasion as a means of conflict resolution in organizational marketing?

Correct AnswerverifiedShow Answer

For many organizational consumers, price may be less important than such other factors as availability, quality, and service when making purchase decisions.

Correct AnswerverifiedShow Answer

Competitive bidding and negotiation are most applicable if an organizational consumer is purchasing complex, custom-made goods and services.

Correct AnswerverifiedShow Answer

There are no separate North American Industry Classification System (NAICS) code designations for

Correct AnswerverifiedShow Answer

Which of these questions is posed by vendor analysis?

Correct AnswerverifiedShow Answer

An economic analysis suggests that each 1 percent increase in air travel results in a 3 percent increase in the demand for aircraft. Which concept does this link most clearly represent?

Correct AnswerverifiedShow Answer

Contrast the buying process for wholesalers and retailers with the buying process of the government.

Correct AnswerAnswered by ExamLex AIThe buying process for wholesalers and r...View AnswerShow Answer

A slotting fee represents a fee paid to a retailer for

Correct AnswerverifiedShow Answer

A buying specialist could have an engineering, accounting, production, and/or marketing background depending on his or her role and the company for which he or she works.

Correct AnswerverifiedShow Answer

Competitors are able to determine the terms of the winning bid in closed bidding.

Correct AnswerverifiedShow Answer

Competitive bidding can be either open or closed.

Correct AnswerverifiedShow Answer

Which is NOT an organizational consumer?

Correct AnswerverifiedShow Answer

a. Present two examples of systems selling. b. What are the benefits and limitations of systems selling for suppliers? c. What are the benefits and limitations of systems selling for buyers?

Correct AnswerAnswered by ExamLex AIa. Two examples of systems selling are:...View AnswerShow Answer

Systems selling generally reduces the number of suppliers for an organizational consumer.

Correct AnswerverifiedShow Answer

Which statement concerning wholesalers is NOT correct?

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
Answered by ExamLex AI
The buying process for wholesalers and r...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
Answered by ExamLex AI
a. Two examples of systems selling are:
...
View Answer

Correct Answer
verified

Correct Answer
verified