MB0046 UNIT-6

Question 1 Marks: 0/1 B2B means Choose one answer. a. Business to business b. Buyer to buyer c. Business to buyers d. Buyers to business Incorrect Marks for this submission: 0/1. Question 2 Marks: 0/1 Modified re-buy situation involves Choose one answer. a. Selecting the suppliers b. Negotiations with suppliers c. Costs of the suppliers d. Evaluating suppliers Incorrect Marks for this submission: 0/1. Question 3 Marks: 0/1 One of the characteristics of business market is Choose one answer. a. Few buyers b. Many buyers c. Daily buyers d. Small buyers Incorrect Marks for this submission: 0/1. Question 4 Marks: 0/1 Select the true statement regarding the nature of the business markets from the following Choose one answer. a. Its large and direct b. Its easy and advertised c. Its personal and widespread d. Its professional and complex Incorrect Marks for this submission: 0/1. Question 5 Marks: 0/1 Supplier selection is based on Choose one answer.

a. Attraction b. Motivation c. Innovation d. Communication Incorrect Marks for this submission: 0/1. Question 6 Marks: 0/1 When major supplies are received for the first time from a new supplier it is called as Choose one answer. a. Straight buy b. Straight re-buy c. New task d. Modified re-buy Question 1 Marks: 0/1 A Contract that establishes a long-term relationship where the supplier promises to re-supply the buyer as needed on agreed price terms over a specified period of time is called as a Choose one answer. a. Modified b. Blanket c. Terminal d. Re-purchase Incorrect Marks for this submission: 0/1. Question 2 Marks: 0/1 Business markets can include these buyers EXCEPT Choose one answer. a. Institutional b. Government c. Organisational d. Vendor Incorrect Marks for this submission: 0/1. Question 3 Marks: 0/1 Identify the ODD pair in the different organisational buying roles given below Choose one answer. a. Agents, Suppliers b. Influencers, Gatekeepers c. Users, Buyers d. Buyers, Deciders Question 4 Whether to continue with the existing supplier or search for a new vendor is determined in this particular stage of Organisational Buying process a. Problem recognition b. Proposal solicitation c. Performance review d. Supplier search

Question 3 PJ Group is a well-known company dealing with auto spare parts. But, they are having problems when taking decisions regarding supplier selection. Actual users of the materials are not happy with existing material quality. Deciders have decided to carry on with the existing suppliers because of shortage of materials. Gatekeepers are interested to give chance to new vendors in the next major buying decision. Identify the factors influencing the members in their business buying roles. a. Deciders - interpersonal factor, Gatekeepers - individual decisions b. Deciders - demand conditions , Gatekeepers - competitive factor c. Deciders - Competitive factor, Gatekeepers - economic factor d. Deciders - economic factor, Gatekeepers - demand conditions