Started on State Completed on Time taken Grade Question 1

Correct Mark 1.00 out of 1.00

Sunday, September 22, 2013, 4:39 PM Finished Sunday, September 22, 2013, 5:06 PM 27 mins 35 secs 24.00 out of a maximum of 25.00 (96%)

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Question text Zardo, Inc. divides its customers into the following categories: manufacturers, retailers, government agencies, and not-for-profit institutions. Which of the following types of segmentations is being used by Zardo? Select one: a. Segmentation by end-use application b. Segmentation by customer type c. Segmentation by demographic characteristics d. Segmentation by purchase categories Feedback The correct answer is: Segmentation by customer type
Question 2 Correct Mark 1.00 out of 1.00

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Question text _____ is a combination of strategies and tools that drives relationship programs, reorienting the entire organization to a concentrated focus on satisfying buyers. Select one: a. Data warehousing

b. Business process reengineering c. Value engineering d. Customer relationship management Feedback The correct answer is: Customer relationship management
Question 3 Correct Mark 1.00 out of 1.00

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Question text Abel building solutions, a steel manufacturing company that supplies steel to various construction companies, segments its customers based on the number of employees in the company and the sales revenue generated by it. This strategy is used by Abel to develop specific marketing plans for their customers. Abel is segmenting its customers on the basis of: Select one: a. demographic characteristics. b. service provided. c. buyer specifications. d. end-use application. Feedback The correct answer is: demographic characteristics.
Question 4 Correct Mark 1.00 out of 1.00

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Question text Efforts to restore worn-out products to like-new condition is called _____.

The North American Industry Classification System b. Federal government Feedback The correct answer is: Federal government Question 6 Correct Mark 1.00 Flag question Question text Which is the largest single source of statistical information on the sizes and characteristics of business markets? Select one: a. reverse engineering b. merchandising c. over-engineering Feedback The correct answer is: remanufacturing Question 5 Correct Mark 1.Select one: a. Auditing firms such as PricewaterhouseCoopers d. remanufacturing d.00 out of 1.00 Flag question Question text . Business publications c.00 out of 1.

00 out of 1. Describing the characteristics of the needed service d. Professional. Public administration Feedback The correct answer is: Public administration Question 8 Correct Mark 1.00 Flag question . Information services d.00 out of 1. scientific.00 Flag question Question text Which of the following is one of the industry categories created by the Standard Industrial Classification system? Select one: a. and technical services c. Health care and social assistance b. a purchasing agent for an automobile manufacturer. Determining the characteristics and quantity of the needed service c. Recognizing a problem or opportunity b. is making a list of payroll services suppliers available in the market. Searching for and qualifying potential sources Feedback The correct answer is: Searching for and qualifying potential sources Question 7 Correct Mark 1. In which stage of the organizational buying process is Adam? Select one: a.Adam.

less standardized products sold in consumer markets. b. Feedback The correct answer is: relatively complex buying process with greater number of decision makers in business markets. which can be attributed to: Select one: a. The customer's transaction history d. The precise way a business purchaser will use a product b. relatively complex buying process with greater number of decision makers in business markets. Question 10 Correct Mark 1.Question text Which of the following factors is considered by marketers while segmenting business markets by purchase categories? Select one: a. lack of interpersonal and environmental influences on consumer buying decisions. d.00 . The complexity and precision of the requirements for goods and services c. shorter durations of customer relationships formed in business markets. The sales revenues of the customer's firm Feedback The correct answer is: The customer's transaction history Question 9 Correct Mark 1.00 out of 1.00 Flag question Question text The organizational buying process has more steps than the consumer buying process. c.00 out of 1.

Management by objectives d.Flag question Question text Which of the following is most likely to help marketers to segment organizational buyers by purchase categories? Select one: a. Customer relationship management Feedback The correct answer is: Customer relationship management Question 11 Correct Mark 1. searching for and qualifying potential sources. or opportunity and a general solution. need.00 Flag question Question text The first stage in the eight-stage model of an organizational buying process involves: Select one: a. c. Feedback The correct answer is: anticipating a problem.00 out of 1. d. determining the characteristics and quantity of a needed good or service. need. or opportunity and a general solution. establishing specifications for a needed good or service. b. Value engineering c. Business process reengineering b. anticipating a problem. Question 12 Correct .

Depletion Feedback The correct answer is: Depreciation Question 13 Correct Mark 1. Accretion d.00 Flag question Question text _____ is an accounting term that refers to charging a portion of a capital item's cost as a deduction against the company's annual revenue for purposes of determining its net income. Select one: a.00 out of 1. sole sourcing c. Valuation b. leasing Feedback The correct answer is: outsourcing . Depreciation c. supply chain inversion d.Mark 1.00 out of 1.00 Flag question Question text The practice of using outside vendors to provide goods and services that were formerly produced inhouse is known as _____. outsourcing b. Select one: a.

the products sold are mostly standardized and fit broader market segments compared to consumer products.Question 14 Correct Mark 1. the buying process is less complex and involves fewer decision makers. implement customer relationship management.00 Flag question Question text Business markets differ from consumer markets in that. join cooperative associations to pool purchases. b. Question 15 Correct Mark 1. d. tend to hoard products which are resold at lower prices. many institutions: Select one: a.00 out of 1. d.00 out of 1. c. in business markets: Select one: a. Feedback The correct answer is: advertising plays a much smaller role when compared to the consumer market. c. Feedback . insist on equal treatment under the Robinson-Patman Act. advertising plays a much smaller role when compared to the consumer market. the distribution channels are longer as the product passes through a number of intermediate links. b.00 Flag question Question text In order to receive quantity discounts on needed purchases.

d. Question 17 Correct Mark 1.00 Flag question Question text Employee unions generally view outsourcing as a: Select one: a. bargaining tool for higher wages. c. delivery times. customer relationship management. b. c.The correct answer is: join cooperative associations to pool purchases. EDI capability. threat to their jobs and means of livelihood. way to stay competitive and preserve jobs. and attention to special requests is known as: Select one: a. vendor analysis. b. task-based evaluation. Feedback . Question 16 Correct Mark 1. Feedback The correct answer is: threat to their jobs and means of livelihood.00 out of 1.00 out of 1.00 Flag question Question text Evaluating a supplier's performance in categories such as price. value analysis. d. means of reducing the overhead costs on production processes.

00 out of 1.00 out of 1. Category advisors d. Influencers Feedback The correct answer is: Merchandisers Question 19 Correct Mark 1. end-use application. shower enclosures.00 Flag question Question text _____ are trade sector buyers employed by organizations to secure needed products at the best possible prices.The correct answer is: vendor analysis. geographic locations. d.00 Flag question Question text A manufacturer who produces glass for microwave oven doors. and patio tabletops is likely to segment his business customers on the basis of: Select one: a. Select one: a. psychographic characteristics. c. Merchandisers c. Resellers b. demographic characteristics. . Question 18 Correct Mark 1. b.

paints. Question 20 Correct Mark 1. insurance.Feedback The correct answer is: end-use application. aluminum. Praga buys steel.00 Flag question Question text Which of the following service sectors was newly created by the NAICS to better reflect the economy of the 21st century? Select one: a.00 out of 1. Healthcare and social assistance b. Wholesale and retail trade Feedback The correct answer is: Healthcare and social assistance Question 21 Correct Mark 1. Finance. Praga belongs to the _____ component of the business-to-business market. Public administration d. and real-estate services c.00 out of 1.00 Flag question Question text Praga is an automobile manufacturing company that makes cars. Select one: a. trade industries . commercial market b. car engines and other necessary components from various suppliers around the world and assembles them together to make a final product.

Recognizing and determining the characteristics of a need d. Searching for potential sources b.c.00 Flag question Question text Which of the following is one of the four major categories that define the business market? Select one: a. Stock exchanges .00 out of 1.00 out of 1. institutions d. governmental organizations Feedback The correct answer is: commercial market Question 22 Incorrect Mark 0.00 Flag question Question text Which of the following stages of the organizational buying process involves comparing vendors' proposals? Select one: a. Acquiring and analyzing proposals c. Evaluating proposals and selecting suppliers Feedback The correct answer is: Evaluating proposals and selecting suppliers Question 23 Correct Mark 1.

00 Flag question Question text Which of the following inventory practices seeks to boost efficiency by cutting inventories to absolute minimum levels? Select one: .00 Flag question Question text The organizational buying process differs from the consumer purchase process as the organizational buying process: Select one: a. involves few decision makers in making purchase decisions.00 out of 1. d. Labor unions d. Lobbying groups Feedback The correct answer is: Governmental organizations Question 24 Correct Mark 1.b. requires a longer time frame because of complexity of the decisions. c. Governmental organizations c. b. Question 25 Correct Mark 1. generally involves purchase of highly standardized products. is informal and less professional.00 out of 1. Feedback The correct answer is: requires a longer time frame because of complexity of the decisions.

00 out of 1. b. c. 5:36 PM 27 mins 34 secs 22. Question 2 Correct Mark 1.a. Perpetual inventory management Feedback The correct answer is: Just-in-time policy Started on State Completed on Time taken Grade Question 1 Correct Mark 1. d.00 out of a maximum of 25. 5:09 PM Finished Sunday.00 (88%) Flag question Question text The function performed by the gatekeeper in the company buying center is to: Select one: a. choose which goods and services will actually be bought.00 Sunday. control the information that all buying center members will review. Just-in-time policy c. September 22. Inventory bounce b. inform potential suppliers about the required specifications of the product. Feedback The correct answer is: control the information that all buying center members will review. 2013. September 22. select a supplier and implement the procedures for securing the goods and services. 2013.00 out of 1.00 . Stock obsolescence d.

c. to improve its resale value. Question 4 Incorrect . b. d. notifying the distribution channels of the new product introduction. the company will begin: Select one: a. obtaining feedback from its customers. Question 3 Correct Mark 1.00 Flag question Question text Once a search for suppliers is completed and the company makes the suppliers aware of its needs. d. Feedback The correct answer is: acquiring and analyzing proposals. Feedback The correct answer is: to provide some form of public benefit. c.00 out of 1.Flag question Question text The government category of the B2B market primarily buys products: Select one: a. to sell it to the final consumers. to export them to other countries. selecting an order routine. acquiring and analyzing proposals. b. to provide some form of public benefit.

or opportunity and a general solution. need. need.00 out of 1. determining the characteristics and quantity of a needed good or service. End-use application segmentation b. searching for and qualifying potential sources. in order to meet their specific requirements. segments its business clients based on the services required by them. establishing specifications for a needed good or service. Feedback The correct answer is: anticipating a problem. Which of the following segmentation approaches is being employed by Delhaise? Select one: a.00 Flag question Question text Delhaise. a leading service provider in hospitality industry. . Geographic segmentation d.00 Flag question Question text The first stage in the eight-stage model of an organizational buying process involves: Select one: a. anticipating a problem.Mark 0. b. or opportunity and a general solution. Customer-based segmentation c. c. d.00 out of 1. Demographic segmentation Feedback The correct answer is: Customer-based segmentation Question 5 Correct Mark 1. They modify their services based on the needs of the clients.

Management by objectives d. Value engineering c.00 Flag question Question text Which of the following is most likely to help marketers to segment organizational buyers by purchase categories? Select one: a. Customer relationship management Feedback The correct answer is: Customer relationship management Question 7 Correct Mark 1.00 Flag question Question text Which of the following stages of the organizational buying process involves comparing vendors' proposals? Select one: a. Business process reengineering b. Acquiring and analyzing proposals c. Recognizing and determining the characteristics of a need d.Question 6 Correct Mark 1.00 out of 1. Evaluating proposals and selecting suppliers Feedback . Searching for potential sources b.00 out of 1.

00 out of 1.00 out of 1. Which step in the business buying process does this illustrate? Select one: a. Searching for qualified sources d. manufacturers. Determining the characteristics of the needed product b.00 Flag question Question text Trade industries are a component of business markets that include: Select one: a. Evaluating proposals and selecting suppliers Feedback The correct answer is: Recognizing a problem or opportunity Question 9 Incorrect Mark 0. d.The correct answer is: Evaluating proposals and selecting suppliers Question 8 Correct Mark 1.00 Flag question Question text A firm has decided to purchase hybrid delivery vehicles in response to rising gasoline prices. resellers. c. Recognizing a problem or opportunity c. b. Feedback . services providers. end users.

the company needs to reduce costs to remain competitive. conflicts arise between nonunion outside workers and in-house union employees. Question 10 Correct Mark 1. value engineering. b.00 Flag question Question text Businesses choose outsourcing as an alternative to making goods in-house or providing in-house services when: Select one: a. c. Question 11 Correct Mark 1. they want to reduce the amount of depreciation indicated on their books of account.The correct answer is: resellers. d. b. proprietary technology has the potential to raise security concerns. c.00 out of 1. new-task buying. .00 out of 1. a modified rebuy. a straight rebuy. d. Feedback The correct answer is: the company needs to reduce costs to remain competitive.00 Flag question Question text A buying situation in which business purchasers are willing to reevaluate their available options is known as: Select one: a.

In which stage of the organizational buying process is Adam? Select one: a.00 out of 1. Determining the characteristics and quantity of the needed service c. Hospitals d. The Federal Government b.00 Flag question Question text Adam. Describing the characteristics of the needed service d. Recognizing a problem or opportunity b.00 out of 1.00 Flag question Question text Which of the following will be considered as an institutional buyer? Select one: a. is making a list of payroll services suppliers available in the market. Department of Defense Feedback The correct answer is: Hospitals Question 13 Correct Mark 1. a purchasing agent for an automobile manufacturer.Feedback The correct answer is: a modified rebuy. Question 12 Correct Mark 1. Searching for and qualifying potential sources . Wholesalers c.

00 out of 1. systems integration. Feedback The correct answer is: competitive bidding. c. or opportunity. c. shower enclosures.Feedback The correct answer is: Searching for and qualifying potential sources Question 14 Correct Mark 1. and patio tabletops is likely to segment his business customers on the basis of: Select one: a. end-use application. collective underwriting. Question 15 Correct Mark 1.00 Flag question Question text A negotiation process wherein each marketer develops its offer. decentralized buying. is known as: Select one: a. . need. demographic characteristics. d.00 out of 1. b.00 Flag question Question text A manufacturer who produces glass for microwave oven doors. geographic locations. competitive bidding. including a price that will satisfy the criteria determined by the customer's problem. b.

00 out of 1. Depreciation .00 out of 1. it can be said that the product is experiencing a(n) _____ demand. Question 16 Correct Mark 1.d. inelastic Feedback The correct answer is: inelastic Question 17 Correct Mark 1. joint c. Select one: a. volatile d. Select one: a. psychographic characteristics. Valuation b.00 Flag question Question text _____ is an accounting term that refers to charging a portion of a capital item's cost as a deduction against the company's annual revenue for purposes of determining its net income. Feedback The correct answer is: end-use application. derived b.00 Flag question Question text If the demand for a product stays almost constant throughout an industry regardless of the change in the price of the product.

. segmentation by customer type. Copy papers c. Accretion d. Office supplies b.c.00 out of 1. b. Depletion Feedback The correct answer is: Depreciation Question 18 Correct Mark 1. Machine lubricants Feedback The correct answer is: Production plant Question 19 Correct Mark 1. segmentation by purchasing category. Production plant d.00 Flag question Question text Which of the following can be categorized as a capital item purchased by organizational buyers? Select one: a.00 out of 1.00 Flag question Question text The segmentation of B2B marketplace based on how business purchasers will use the product is called: Select one: a.

d. segmentation by end-use application. counter the possibility of increased buying power.00 Flag question Question text Dell Computer purchases parts and resources for its computers from multiple suppliers that are spread across the world. bring down costs related to transportation and warehousing. offshoring. Question 20 Correct Mark 1. Question 21 Correct Mark 1. ensure that a single vendor's failure to deliver does not cause a shortage.c. b. This practice is known as: Select one: a. reduce the time taken to process purchasing decisions.00 out of 1.00 out of 1. d. Feedback The correct answer is: segmentation by end-use application. c. segmentation by demographic characteristics. Feedback The correct answer is: ensure that a single vendor's failure to deliver does not cause a shortage.00 Flag question Question text Organizational buyers engage in multiple sourcing to: Select one: a. .

Segmentation by demographic characteristics Feedback The correct answer is: Segmentation by purchase categories Question 23 Correct Mark 1. Question 22 Incorrect Mark 0. reciprocity.00 Flag question Question text Horch is the biggest manufacturer of consumer goods in Germany. who are interested in making repeat purchases. Feedback The correct answer is: global sourcing. Segmentation by purchase categories c. Which of the following segmentation approaches is being used by Horch in the above scenario? Select one: a. d. global sourcing.00 out of 1. This helps the company to develop different strategies for newly acquired customers and the existing customers.00 out of 1. Segmentation by end-use application d. c. The company segments its business customers into new and existing customer groups based on the stage of relationship between the company and the customer.00 Flag question Question text . outsourcing. Segmentation by customer type b.b.

The net income of these products is determined by charging a portion of their cost against the company's annual revenue. c. d. Question 24 Correct Mark 1. Feedback The correct answer is: sole sourcing.00 .00 out of 1. These items are long lived business assets that must be depreciated over time. inverted sourcing.Purchasing a firm's entire stock of an item from just one vendor is termed as: Select one: a. b. multiple sourcing. The cost of these products are charged against the income of the company in the year of purchase. sole sourcing. Feedback The correct answer is: The cost of these products are charged against the income of the company in the year of purchase. b. Question 25 Correct Mark 1. outsourcing.00 Flag question Question text Which of the following is true of expense items purchased by organizational buyers? Select one: a. All major expenses such as setting up new plants. equipments and machinery are included in this category. c.00 out of 1. d.

Evaluating proposals and selecting suppliers c.Flag question Question text Which of the following is the final step in the business buying process? Select one: a. Acquiring and analyzing proposals Feedback The correct answer is: Obtaining feedback and evaluating performance Finish review . Obtaining feedback and evaluating performance d. Selecting an order routine b.

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