B2B Marketing All Merged PDF

Model Question Paper
Course Name: B2B Marketing
B2B marketing is fundamentally different from consumer goods or services marketing because:
 Distribution channels for business products are significantly longer

 Customer relationships for business products tend to be short-term and transactions-based.
 Organizational buyers do not consume the products or services themselves
 Customer service plays a smaller role in the distribution of business products
The development and maintenance of which of these options, between buying and selling
organizations is pivotal to success?
 Products
 Relationships
 Services
 System
Demand of business buyers is derived from:
 Final consumer demand

 Raw materials suppliers
 Production controller
 Logistics manager
Demand which is affected by price changes in short term is known as:
 Elastic demand
 Inelastic demand
 Realistic demand
 Unrealistic demand
Tata Motors is supplying vehicles to Indian Army is an example of:
 Governmental customer
 Commercial customer
 Institutional customer
 Cooperative Society
LG supplying refrigerators to KFC is an example of:
 Governmental customer
 Commercial customer
 Institutional customer
 Cooperative Society
What is the difference between the terms 'customer' and 'consumer'?
 There is no difference
 The term consumer refers only to people who buy food and drink products
 Customers buy products but it is consumers who use them
 Customers make organisational rather than personal purchases
Which of the following is not a type of buy class?
 New task.
 Straight rebuy.
 Switch buy
 Modified rebuy
When making a buying decision about a product the organization has purchased before, if an
organization decides that it needs to change the specification of the product, further negotiate on
price levels with the supplier, or perhaps make an arrangement for alternative delivery patterns; this
is an example of which type of buying decision?
 Straight rebuy
 Switch buy
 Modified rebuy
 New task
Examples of business market items that would usually be purchased as a straight re-buy are:
 High-quality raw materials.

 Heavy-duty machinery.
 Paper clips and pencils.
 Computers
Which one of the following is not a member of an organization's decision-making unit?
 Initiators
 Users
 Contractors
 Gatekeepers
Organization's buying behaviour of raw materials for production purposes is called:
 Business buyer behaviour

 Derived demand
 Business buying process
 Cognitive dissonance
Which is generally not a source for secondary research?
 Trade associations
 Live TV advertisements
 Market research reports
 Census reports
Which of these is not a digital research trend?
 Social Media
 Mobile computing
 Cloud computing
 Library books
This is not a type of B2B marketing research:

 Client research
 Factory research
 Brand research
 Market research
Business Marketers do not use marketing research for:
 Market share analysis

 Employee recruitment
 Forecasting
 Benchmarking
Response rate in marketing research does not depend upon:
 Season when conducted

 Complexity of the interview
 Use of an incentive
 Name of survey sponsor revealed or not
The top functions of a market research company do not include:
 Market knowledge
 Problem solving
 Predictions
 Purchase of machinery
Which one of the options given here describes "positioning" of a product in marketing?
 Developing a theme which provides a meaningful distinction for customers

 Ensuring that the product is in the right distribution chain
 Ensuring that the product is in the right markets
 Creating value for customers
Which one of the options given here describes the situation when a firm would undertake re-
positioning of a product?
 When the product is in the wrong distribution chain

 When competitor pressure or customer indifference dictates
 When the product is in the decline phase of the product life cycle
 When product is obsolete and old
What would a firm be doing when it is adopting a concentrated marketing strategy?
 Concentrating on a specific marketing campaign

 Concentrating on a narrow product range
 Concentrating on one segment
 Creating a new market
Which one of these options does not describe a positioning approach in marketing?
 Positioning by corporate identity

 Positioning by price quality
 Positioning by brand endorsement
 Positioning by display in shelves
Domino's pizzas are mainly positioned by which attribute?

 Positioning by celebrity
 Positioning by value proposition
 Product category positioning
Tata Steel is mainly positioned by which attribute?

 Positioning by celebrity
 Positioning by value proposition
 Product category positioning
Which one of these establishes the distinct arena in which the business marketer competes?
 Target market
 Product market
 Market segment
 Competitive analysis
The quality standards set out by the Geneva-based International Standards Organization are referred
to as:
 ISO 9000
 Six Sigma
 The Big Q
 ISI Mark
Among technology adopters, these customers make the bulk of technology purchases in
organizations and seek products from a market leader with a proven track record of providing useful
productivity improvements. This describes:
 Technology enthusiasts
 Visionaries
 Sceptics
 Pragmatists
Among technology adopters, these customers serve as a gatekeeper to the rest of the technology
life cycle and their endorsement is needed for an innovation to get a fair hearing in the organization.
However, they do not have access to the resources needed to move an organization toward a large-
scale commitment to the new technology. This describes:
 Technology enthusiasts
 Visionaries
 Sceptics
 Pragmatists.
The Core Value of a product is defined as:
 Is the basic need satisfied by a product

 Is the Brand name of the product
 Is the styling of the product
 Is what differentiates it from similar products of competitors
The Augmented Product is:
 The inner layer of the product

 The middle layer of the product
 The outer layer of the product
 The most obvious layer of the product
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4.2 B2B Marketing
Standalone assignment
Continuous Assessment-1
Submissions
Here are your latest answers:
Question 1
Entities like plant and machinery are not purchased from any itermediary like a distributor or retailer but are directly sourced from the original manufacturer. They are used
for the production of goods and could be placed under the classification group of:
Response: Installation
Correct answer: Installation
Question 2
Problem recognition in buying could occur both through internal as well as external sources. Which amongst the following could not be included in external source?
Response: Employees' feedback
Correct answer: Employees' feedback
Question 3
If the demand for a final product goes up by say 10% then the demand for the inputs which go in the manufacturing of that final product might increase by much more
percentage points. This concept is popularly understood as:
Response: Acceleration Effect
Correct answer: Acceleration Effect
Question 4
There are various bases of segmentation in B2B. The segmentation based on location, company size, industry is known as:
Response: Firmographic
Correct answer: Firmographic
Question 5
After the specification is finalized the proposal is finally evaluated. Which of the following does not figure as a factor?
Response: R&D
Correct answer: R&D
Question 6
A shoe manufacturer buys adhesives for securing the sole of the shoe in place. If the price of the adhesive increases that will not demotivate the shoe manufacturer to buy
lesser of it as he cannot let the installation capacity go idle. This feature of B2B buyer is the reason for:
Response: Inelastic demand
Correct answer: Inelastic demand
Question 7
When negotiating with bigger companies the suppliers should always be careful to have ample margin on the list price which should be kept for later part of negotiations.
This is needed because:
Response: They demand more discounts
Correct answer: They demand more discounts

Question 8
The B2B segmentation which focuses on the segregation of buyers as new vs loyal comes under which base of segmentation?
Response: Behavioral
Correct answer: Behavioral
Question 9
In initial days of digitalization there was a accumalation of substandard researches because:
Response: Researchers were inadept in handling computers
Correct answer: Many unscrupulous researchers were copying the work of others
Question 10
Some inputs are utilized in the manufacturing processes and are absorbed to an extent that their original form gets dissipated. They could be minerals, agricutlural produce,
etc. and could be termed as:
Response: Dissipants
Correct answer: Raw Materials
Question 11
Finalization of specification is a very important function of the buying center in a B2B system. Which amongst the following does not figure as a basis of specification
finalization?
Response: Media channel
Correct answer: Media channel
Question 12
It is imperative that the senior executives of a company ought to be serious towards the viewpoints of researchers. Usually senior executives are found to be more serious
towards external research findings because:
Response: The external team could be very blunt about their findings
Correct answer: They feel that they are too much aware of in house research perspectives.
Question 13
Research tools have become more and more advanced and expensive. External researches have access to better and state of the art research tools as compared to in house
research teams because:
Response: Considering the magnitude of their research projects spanning across companies they can justify their investments more.
Correct answer: Considering the magnitude of their research projects spanning across companies they can justify their investments more.
Question 14
Usually there are several parameters on which the supplier is selected. Which of the following does not count as one?
Response: Diversity of business
Correct answer: Diversity of business
Question 15
Segmentation can also be done on the basis of whether the B2B is more quality or price oriented based on the preferences of its own final consumer. This segmentation
could be termed as based on:
Response: Business model
Correct answer: Business model
Question 16
B2B market segmentation is an important strategic move which is a precursor to all marketing activities. Division is done into categories of:
Response: Organizations
Correct answer: Organizations

Question 17
Sampling is an important tool for any research and B2B research is no exception to it. Sampling helps in:
Response: It helps the B2B researcher by being most accurate by studing whole population
Correct answer: It helps the B2B researcher to make inferences about the whole population
Question 18
The level of specification finalization gives rise to different scenarios as far as purchase proposals are concerned. If the specifications are clear and vivid then the buyer
would generally ask for:
Response: Price Quotation
Correct answer: Price Quotation
Question 19
One of the greatest challenges in segmentation of B2B markets is that segmentation does'nt become feasible as many times a buyer becomes a segment in itself. This
happens because of:
Response: Very high customization
Correct answer: Very high customization
Question 20
Research agencies play very important role in overall company research activities. They help in:
Response: Designing and activating the research activities.
Correct answer: Designing and activating the research activities.
Question 21
External researchers are better able to get honest feedback from respondents for the simple reason:
Response: Loyalty shifters feel hesitant to disclose uncomfortable feedback to in house researchers of the company.
Correct answer: Loyalty shifters feel hesitant to disclose uncomfortable feedback to in house researchers of the company.
Question 22
In the case of buying situations of modified rebuy or new task rebuy a base for segmentation could be:
Response: Organizational innovativeness
Correct answer: Organizational innovativeness
Question 23
It is usually said that in B2B buying a very structured mechanism for buying exists which one does not witness in a B2C sales. This structured mechanism actually portrays
the presence of:
Response: Formal policies, procedures, and levels through which process needs to pass
Correct answer: Formal policies, procedures, and levels through which process needs to pass
Question 24
Problem recognition in buying is when company realizes the need to buy. Which of the following could not be as a part of it?
Response: Replacing the business model
Correct answer: Replacing the business model
Question 25
Office equipments are usually sourced from intermediaries as they are low involvement products for which much technical knowhow is not needed. They come under the
sub head of:
Response: Equipments
Correct answer: Acessory

Question 26
In the course of finalization of specifications if the product is quite complex and specifications need to be deliberated upon further before finalization then the buyer would
generally ask for:
Response: Detailed Proposal
Correct answer: Detailed Proposal
Question 27
Data cleaning is an important prerequisite before embarking on the analysis of any data. Secondary data has advantages on this aspect because:
Response: Secondary data has already been cleaned and researcher can directly embark on the analysis part once data is pulled.
Correct answer: Secondary data has already been cleaned and researcher can directly embark on the analysis part once data is pulled.
Question 28
With the help of digital research tools and technologies it is now very easy to:
Response: Collect and anlyse real time data
Correct answer: Collect and anlyse real time data
Question 29
The different purchasing approaches of a company decide on how buying would be oriented and calls for a separate segment which could be termed as:
Response: Behavioural segmentation
Correct answer: Behavioural segmentation
Question 30
Inputs like Internal hard disc, RAM, processor, etc. are important constituents of a computer. They become part of the overall system and help make the system a unified
whole. Their combination makes a final product. They are popularly known as:
Response: Components
Correct answer: Components

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4.2 B2B Marketing
Continuous Assignment - 2
Submissions
Question 1
When the product is technical and highly complex then it is advisable to entrust it to the:
Response: Personal selling team
Correct answer: Personal selling team
Question 2
Taking the example of a logistic company the core product could be:
Response: Reliable and timely transportation of goods.
Correct answer: Reliable and timely transportation of goods.
Question 3
A company can be less concerned about the customer backlash as it increases the prices of its products and services when:
Response: When the customer is brand loyal
Correct answer: When the customer is brand loyal
Question 4
Account based marketing system is much in vogue in the B2B market. The reason it is done:
Response: It ensures that specific clients are handled separately with proper customization
Correct answer: It ensures that specific clients are handled separately with proper customization
Question 5
When the process of idea generation is based on the latent needs of the customers we term that kind of idea generation as:
Response: Pro-active idea generation
Correct answer: Pro-active idea generation
Question 6
Contrary to the common sense and the standard industrial channel procedure sometimes even when the product is simple and non-technical the companies have to rope in
the personal selling team because:
Response: There is no intermediary to be associated
Correct answer: Competitors are doing so
Question 7
Consistency in pricing could also be one of the many pricing considerations. It provides the buyers with the benefit of:
Response: Planning their own budgets
Correct answer: Planning their own budgets
Question 8
Which one of the following is not a feature of the Question Mark in the BCG model of portfolio analysis?
Response: No requirement of funds
Correct answer: No requirement of funds
Question 9
By an augmented product we mean that level of the product which:
Response: Adds on to the core and actual product
Correct answer: Adds on to the core and actual product
Question 10
In the maturity phase of the product life cycle the companies try all the tricks in their sleeves to retain the existing customers. Which one of the following is not one of the
ways?
Response: Awareness building mechanisms
Correct answer: Awareness building mechanisms
Question 11
In the product life cycle when the product is in the growth stage the main thrust is on which activity:
Response: Distribution
Correct answer: Distribution
Question 12
Customer life time value is about calculating the overall value which could be derived from the sales over the years to an individual customer. Which of the following is not
an objective of customer life time value?
Response: Customer extravagance
Correct answer: Customer extravagance
Question 13
Idea generation is the initial step for new product development. Which amongst the following is not one of the means of idea generation?
Response: Intermediary selection
Correct answer: Intermediary selection
Question 14
The seller who prices much lower than its competitors in the industry puts across a differentiation on this front only and establishes himself as:
Response: Cost Leader
Correct answer: Cost Leader
Question 15
There are many layers involved when we are talking about the total product. Which of the following is not one amongst them?
Response: Layered Product
Correct answer: Layered Product
Question 16
Data has to be painstakingly collected for the formation of the perceptual map. Which is not a common form of collecting data for this purpose?
Response: Competitor
Correct answer: Competitor
Question 17
Although the exercise of positioning is about influencing the perceptions of the customers still it should be based on hard facts otherwise:
Response: It might not sustain in the long run

Correct answer: It might not sustain in the long run
Question 18
Company might be justified at times in depending on the intermediaries for its distribution rather than employing personal selling teams. Which is not one of the reasons for
it?
Response: Low potential customers
Correct answer: Complex products
Question 19
Which one of the following should be in sync with the positioning statement a company has issued as a part of its positioning?
Response: All brand touchpoints
Correct answer: All brand touchpoints
Question 20
When a seller wants to capture the market share very quickly and forgoes the short term profits then he is said to be following a pricing strategy called:
Response: Market penetration strategy
Correct answer: Market penetration strategy
Question 21
Which is not an aspect to be kept in mind when channel is being designed for high potential customers who are the main revenue providers of the company?
Response: The concerns of the low potential customers
Correct answer: The concerns of the low potential customers
Question 22
Sometimes the company goes for very simplistic channel even there might be real requirment for a heavier channel due to the reason:
Response: To make it comprehensible to customers
Correct answer: Economy might be in recession
Question 23
There could be many types of perceptual maps. Which of the following is not a type:
Response: Webgram
Correct answer: Webgram
Question 24
There are certain very common parameters on which the B2B targeting is based on. Which one of the following is not one amongst them?
Response: Competitor
Correct answer: Demographic factors
Question 25
Generally B2B vendors come up with different levels of pricing. The reason for crafting different levels of pricing is:
Response: Different needs of the customers
Correct answer: Different needs of the customers
Question 26
When the product is technical and highly complex then it is advisable to entrust it to the:
Question 27
The first and foremost thing to be kept in mind when the channel is being designed for some product or service offering is:
Response: It should be as per customer requirements
Correct answer: It should be as per customer requirements
Question 28
Consistent pricing becomes all the pertinent in situations where we witness:
Response: Economy in recession
Correct answer: Long term contracts
Question 29
In the perceptual maps there are the horizontal and vertical axis. Usually the axes denote the:
Response: Product attributes
Correct answer: Product attributes
Question 30
Perceptual mapping is very popular exercise in the context of competitor mapping. It entails:
Response: Customer perception on your products vis a vis competitors
Correct answer: Customer perception on your products vis a vis competitors

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4.2 B2B Marketing
Continuous Assessment - 3
Submissions
Question 1
In the case of B2B communications which of the following is not being expected by the customers?
Response: Easy language
Correct answer: Easy language
Question 2
B2B generally makes use of personal selling teams for communicating about products and services to the prospects because the products are:
Response: Complex
Correct answer: Complex
Question 3
In the sales cycle which of the stages usually portrays the negotiation on prices and other terms and conditions?
Response: Deal closing
Correct answer: Deal closing
Question 4
As far as the communication media for B2C is concerned, which amongst the following cannot be counted as a usual avenue for it?
Response: Trade shows
Correct answer: Trade shows
Question 5
Limited offers are a nice and popular mechanism for creating the urgency in prospects to buy immediately. Which amongst the following is not an example of limited time
offer?
Response: Valid Through
Correct answer: While Supplies Last
Question 6
Sometimes the customers are dispersed and this has to be factored in at the time of selecting the channel type. Usually under such circumstances the channel should be kept:
Response: Longer
Correct answer: Longer
Question 7
Out of the many stages of sales cycle objection handling is also an important one. When the prospect starts putting a lot of objections to the proposal then it signifies that.
Response: Prospect is interested and wants some clarification before deciding
Correct answer: Prospect is interested and wants some clarification before deciding
Question 8
A sales person is a very important interface between the company and the customers. The first and foremost requirement from the salesperson is:
Response: To be very good in communication
Correct answer: Comprehend the pain points of customers
Question 9
Trade fairs are very popular promotion mechanism for B2B. They are primarily used in order to:
Response: Showcase products
Correct answer: Showcase products
Question 10
It is a very common marketing strategy to sell complementary products together at attractive prices. This kind of strategy is called:
Response: Product bundling
Correct answer: Product bundling
Question 11
Which amongst the following is not a type of industrial distribution?
Response: Economical
Correct answer: Economical
Question 12
B2B is more about customization. Which is a flaw of usual advertising which comes in the way of it being an effective medium of communication for B2B?
Response: Advertisements are not customer centric
Correct answer: Advertisments are generic
Question 13
B2B marketing is more about customization and adaption. The role of a sales person becomes all the more important when the product is:
Response: Customized
Correct answer: Generic
Question 14
Trade fairs usually become a venue for the confluence for various stakeholders who interact and network with each other. Which of the following is not one amongst those?
Response: Recruitment agencies
Correct answer: Recruitment agencies
Question 15
In B2C communications social influence is a very important component. This is based on the fact that B2C buying is more about:
Response: Making a statement
Correct answer: Making a statement
Question 16
A very nice way to get fresh customers is to get recommeded by existing satisfied customers who are ready to recommend the company to their acquaintences. This kind of
marketing is called:
Response: Referral marketing
Correct answer: Referral marketing
Question 17
Key account management is now days gaining in popularity and most of the companies are utilizing it. Key account management means:
Response: Allocating specific customers to sales team

Correct answer: Allocating specific customers to sales team
Question 18
Free samples are equally in vogue both in B2C and B2B. The good thing about the samples is that:
Response: It lessens risk
Correct answer: It lessens risk
Question 19
Sales cycle goes through various stages which are all important in their respective places. Usually the first stage in the sales cycle is:
Response: Lead generation
Correct answer: Lead generation
Question 20
When we are referring to the expectations of the B2C customers as far as the communications are concerned, which of the following is not expected?
Response: Lengthy
Correct answer: Lengthy
Question 21
The leads that are generated in the Trade fair are considered of high quality and could be termed as qualified leads. What could be the reason for this?
Response: Usually interested people visit
Correct answer: Usually interested people visit
Question 22
Order processing systems should be highly standardized to be more efficient and effective. The factors of standardization could be in the manner the orders are:
Response: Placed
Correct answer: Read
Question 23
When the terms and conditions amongst the channel partners is being finalised it becomes highly impertative that the final terms for each party are a:
Response: Win-Win situation
Correct answer: Win-Win situation
Question 24
Due to the fact that the B2B communications aim at long term relationships they have some specific corresponding features. Which amongst the following is not one of
them?
Response: Sporadic
Correct answer: Sporadic
Question 25
When distributors are supplying products to the manufacturers who might be in need of raw materials, components, and machines for their own manufacturing processes
then they could be said to be:
Response: OEM distributors
Correct answer: OEM distributors
Question 26
Which lead to utilize and which to reject is a very tricky decision. Which one of the following is not utilized while selecting a lead for B2B marketing?
Response: Employee salaries
Correct answer: Employee salaries

Question 27
When selecting channel partners it is very important to select those who have a similar business model or have the same vision for their business. This helps by:
Response: Having a better coordinated team work
Correct answer: Having a better coordinated team work
Question 28
Which amongst the following mentioned channels is the one which entails more initiall cost but might be more profitable later on?
Question 29
The distributors who are dealing with the whole range of a product category together with all the available variants then they are called:
Response: Full line distributors
Correct answer: Specialized distributors
Question 30
B2C communication have certain special characteristics which differentiate it from B2B communication. Which amongst the following is not a feature of B2C
communication:
Response: Technical
Correct answer: Technical

7/8/23, 10:35 AM Submissions - 4.2 B2B Marketing - 01 Unit :Practice Multiple Choice Questions (MCQs) -
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4.2 B2B Marketing

INTRODUCTION TO B2B MARKETING
01 Unit :Practice Multiple Choice Questions (MCQs)

Submissions
Question 1
What is an example of a business marketing strategy?
Response: Expanding into new markets
Correct answer: All of the above
Score: 0 out of 1 No
Question 2
What is an example of a business product?
Response: A computer
Correct answer: A computer
Score: 1 out of 1 Yes
Question 3
What is an example of a business marketing tactic?
Response: All of the above
Question 4
How are business products classified?
Response: By their price and quality
Correct answer: By their intended use and end-user
Question 5
What is the primary focus of relationship marketing in the business market?
Response: Increasing sales through discounts and promotions
Correct answer: Building long-term relationships with customers
Question 6
What is an example of a classification of business products based on the stage of the product life cycle?
Response: Mature product
Question 7
How can business marketing strategies and tactics be evaluated?
Response: By analyzing sales data
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888223 1/3
Correct answer: All of the above Answer
Question 8
What is a factor that can impact the market structure of a business market?
Response: The level of consumer demand for the product
Question 9
Which of the following is NOT a factor in the environment of business marketing?
Response: Legal and regulatory issues
Correct answer: Personal preferences of customers
Question 10
What is an example of a classification of business markets based on the degree of complexity?
Response: Highly complex product
Question 11
What is an example of a business market customer?
Response: A small retail store
Correct answer: A large manufacturing company
Question 12
What is the difference between B2B (business-to-business) and B2C (business-to- consumer) marketing?
Response: B2B marketing involves complex products and services, while B2C marketing involves simple products and services
Correct answer: B2B marketing targets businesses, while B2C marketing targets individual consumers
Question 13
What is a characteristic of business markets?
Response: They typically involve more emotional purchasing decisions
Correct answer: They are influenced by economic and technical considerations
Question 14
What is the main goal of marketing research in the business market?
Response: To gather information about the market and customers
Correct answer: To gather information about the market and customers
Question 15
What is an example of a classification of business markets based on the size of the business?
Response: Medium-sized business
Question 16
What is B2B marketing?
Response: Marketing to governments
Correct answer: Marketing to businesses
Question 17
Which of the following is NOT a characteristic of business marketing?
Response: Emphasis on price
Correct answer: Emphasis on price
Question 18
What is an example of a market structure in the business market?
Response: Oligopoly
Correct answer: Oligopoly
Question 19
What is an example of a classification of business products based on the type of product or service?
Question 20
What is the main goal of ethical and social responsibility in business marketing?
Response: To improve the customer experience
Correct answer: To consider the impact of marketing efforts on stakeholders and the broader community
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4.2 B2B Marketing

PERSPECTIVES ON ORGANIZATIONAL BUY

Submissions
Question 1
Which of the following is NOT a benefit of segmenting purchase categories?
Response: Decreased sales revenue
Correct answer: Decreased sales revenue
Question 2
Which of the following is NOT a risk associated with organizational purchasing?
Response: Delivery delays
Correct answer: Delivery delays
Question 3
Which of the following is NOT a characteristic of government agencies?
Response: For-profit businesses
Correct answer: For-profit businesses
Question 4
What is the main goal of negotiating with suppliers?
Response: To increase market share
Correct answer: To secure favorable terms and conditions
Question 5
Which of the following is NOT a characteristic of commercial enterprises?
Response: May be motivated by cost, quality, and delivery time
Correct answer: Non-profit organizations
Question 6
Which of the following is NOT a benefit of segmenting purchase categories?
Response: Increased efficiency
Correct answer: Decreased sales revenue
Question 7
Which of the following is NOT a responsibility of procurement professionals?
Response: Negotiating terms and conditions with suppliers
Correct answer: Setting marketing strategies
Question 8
What is the main factor that determines the purchasing orientation of an organization?
Response: The size of the organization
Correct answer: Its corporate culture
Question 9
Which of the following is NOT a factor that can influence purchasing decisions for organizational customers?
Response: The level of competition in the market
Correct answer: The personal preferences of the decision-maker
Question 10
Which of the following is NOT a common risk associated with organizational purchasing?
Response: Quality issues
Correct answer: Decreased market share
Question 11
What is the role of procurement in the purchasing process?
Response: To manage the procurement budget
Question 12
Which of the following is NOT a characteristic of commercial enterprises?
Response: May be motivated by cost, quality, and delivery time
Correct answer: Non-profit organizations
Question 13
Which of the following is NOT a characteristic of nonprofit organizations?
Response: May be motivated by cost, social impact, and the ability to meet their mission or goals
Correct answer: For-profit businesses
Question 14
Which of the following is NOT a type of organizational customer?
Response: Individual consumer
Correct answer: Individual consumer
Question 15
What is the main purpose of segmenting purchase categories?
Response: To increase sales revenue
Correct answer: To enhance control over purchasing processes
Question 16
Which of the following is NOT a common strategy for negotiating with suppliers?
Response: Offering a long-term contract in exchange for discounts
Correct answer: Threatening to switch to a competitor
Question 17
Which of the following is NOT a characteristic of government agencies?
Response: Purchase goods and services to support the needs of their constituents
Correct answer: Driven by the need to make a profit
Question 18
Which of the following is NOT a stage of the purchasing process?
Response: Identifying needs
Correct answer: Marketing the product
Question 19
What is the main factor that determines the purchasing orientation of an organization?
Response: The industry in which it operates
Correct answer: Its corporate culture
Question 20
Which of the following is NOT a factor that can affect purchasing decisions for organizational customers?
Response: The availability and cost of raw materials
Correct answer: The personal preferences of the decision-maker
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4.2 B2B Marketing

MANAGING SERVICE FOR BUSINESS MARKETS

Submissions
Question 1
What is involved in preparing and submitting competitive bids in B2B markets?
Response: Analyzing the competition and setting prices based on their offerings
Correct answer: Developing a comprehensive proposal or offer that meets the requirements outlined in the RFP or ITT and demonstrates the value of the solution to the
business customer
Question 2
How can businesses effectively manage their marketing communications for business markets?
Response: By only targeting one specific market segment
Correct answer: By developing a long-term strategy that aligns with the business's overall goals and objectives and incorporates various marketing channels and tactics
Question 3
How can packaging and bundling impact pricing strategies for a product or service in B2B markets?
Response: Packaging and bundling can be used to offer discounts or promotions to customers
Correct answer: Both b and c
Question 4
How do businesses respond to an ITT?
Response: By ignoring the ITT
Correct answer: By submitting a proposal or bid outlining the business's capabilities, experience, and proposed solution
Question 5
The main objective to branding is which of the following?
Response: Having a unique tagline
Correct answer: To earn trust from your customers
Question 6
What is the goal of managing marketing communications for business markets?
Response: To increase the business's profits
Correct answer: To effectively reach and engage business customers through various marketing channels
Question 7
What is an invitation to tender (ITT)?
Response: A document issued by a business customer to potential suppliers inviting them to submit a proposal or bid for a specific product or service
Correct answer: A document issued by a business customer to potential suppliers inviting them to submit a proposal or bid for a specific product or service
Question 8
One aim of e-procurement is to increase savings by bulk buying of items:
Response: Form the right source
Correct answer: Of the right quantity
Question 9
What is competitive bidding in B2B markets?
Response: Submitting a proposal or offer to a potential business customer in response to a request for proposal (RFP) or invitation to tender (ITT)
Correct answer: Submitting a proposal or offer to a potential business customer in response to a request for proposal (RFP) or invitation to tender (ITT)
Question 10
Which type of retailers involve in comparatively low prices as a major selling point combined with the reduced costs of doing business?
Response: Discount Stores
Correct answer: Convenience Stores
Question 11
What is the main definition of a ‘straight rebuy’?
Response: aimed at building everlasting relationship
Correct answer: a situation in which a previous order is simply repeated in its entirety
Question 12
What is the pricing process in B2B markets?
Response: A method of setting prices based on the prices of competitors
Correct answer: A series of steps that businesses go through to determine the prices at which they will sell their products and services
Question 13
What is the role of differentiation in pricing strategies for marketing solutions in B2B markets?
Response: Differentiation is used to differentiate the solution from competitors and potentially justify higher prices
Correct answer: Differentiation is used to differentiate the solution from competitors and potentially justify higher prices
Question 14
What is the role of customer segmentation in marketing communications for business markets?
Response: Customer segmentation is used to target the most price-sensitive business customers.
Correct answer: Customer segmentation helps businesses understand the different needs and preferences of different groups of business customers and tailor their
marketing communications accordingly
Question 15
What is the goal of delivering effective customer solutions in B2B markets?
Response: To reduce the business's costs
Correct answer: To identify and analyze customer problems and needs and develop solutions that are tailored to their specific needs and preferences
Question 16
How can businesses effectively manage their marketing communications for business markets?
Response: By developing a long-term strategy that aligns with the business's overall goals and objectives and incorporates various marketing channels and tactics
Correct answer: By developing a long-term strategy that aligns with the business's overall goals and objectives and incorporates various marketing channels and tactics
Question 17
What is the goal of negotiating and closing deals in B2B markets?
Response: To identify and analyze customer problems and needs and develop solutions that are tailored to their specific needs and preferences
Correct answer: To reach agreement on the terms and conditions of a contract or project with a business customer
Question 18
In business buying process, group who manage and control flow of information is classifies as.
Response: Influencer
Correct answer: Gatekeeper
Question 19
What is the process of preparing and submitting competitive bids in B2B markets?
Response: Reviewing the customer's request for proposal or invitation to tender and preparing a response that outlines the business's capabilities, experience, and proposed
solution
Correct answer: Reviewing the customer's request for proposal or invitation to tender and preparing a response that outlines the business's capabilities, experience, and
proposed solution
Question 20
Which of the following is NOT a way to address a negative customer experience?
Response: Ignoring the issue
Correct answer: Ignoring the issue
7/8/23, 10:57 AM Submissions - 4.2 B2B Marketing - 04 Unit : Practice Multiple Choice Questions (MCQs) -
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4.2 B2B Marketing

B2B STRATEGY AND MARKET SEGMENTATIONS
04 Unit : Practice Multiple Choice Questions (MCQs)

Submissions
Question 1
What is the main objective of a B2B strategy?
Response: To establish long-term partnerships with other businesses
Correct answer: To establish long-term partnerships with other businesses
Question 2
How does a responsible strategy align with the overall B2B strategy?
Response: It helps a business to increase revenue and profit.
Correct answer: It helps a business to minimize negative impacts and maximize positive impacts on society and the environment.
Question 3
What is the goal of CSR and sustainability in a B2B strategy?
Response: To show that a company is taking steps to be environmentally and socially responsible and is committed to creating sustainable business practices.
Correct answer: To show that a company is taking steps to be environmentally and socially responsible and is committed to creating sustainable business practices.
Question 4
What is sustainability in business terms?
Response: Maximizing profits
Correct answer: Achieving a balance of economic, social and environmental benefit
Question 5
What is a key aspect of the B2B approach?
Response: Focusing on building relationships with other businesses
Correct answer: Focusing on building relationships with other businesses
Question 6
What is the purpose of Standard Industrial Classification (SIC)?
Response: To identify target customers
Correct answer: To classify and track industry statistics
Question 7
What is the role of CSR in a B2B strategy?
Response: It helps a business to minimize negative impacts and maximize positive impacts on society and the environment.
Correct answer: It helps a business to minimize negative impacts and maximize positive impacts on society and the environment.
Question 8
What is the primary goal of a B2B process?
Response: Creating a go-to-market plan
Correct answer: Identifying target customers
Question 9
What is the main goal of CSR in a B2B strategy?
Response: Decrease the company’s impact on the environment
Question 10
Why is researching B2B markets important?
Response: To identify potential opportunities and risks
Correct answer: To make more informed decisions about how to reach and serve target customers
Question 11
Why is sustainability important in a B2B strategy?
Response: It helps companies comply with regulations
Question 12
What is the first step in researching B2B markets?
Response: Gather and analyzing information
Correct answer: Gather and analyzing information
Question 13
What is the main goal of a responsible B2B strategy?
Response: Increasing market share
Correct answer: Minimizing negative impacts on society and the environment
Question 14
What is an important aspect of a B2B approach?
Response: Advertising through social media
Correct answer: Focusing on building relationships with other businesses
Question 15
What is the primary focus of a B2B process?
Response: Creating a go-to-market plan
Correct answer: Building relationships with other businesses
Question 16
What does SIC code stand for ?
Response: Standard Industry Control
Correct answer: Standard Industrial Classification
Question 17
What is the main goal of a customer value and strategy?
Response: Increase sales.
Correct answer: Identify and target specific group of customers
Question 18
What is the difference between CSR and sustainability in a B2B strategy?
Response: CSR and sustainability are the same thing.
Correct answer: CSR is focused on the social impact while sustainability is focused on the environmental impact.
Question 19
How is the Standard Industrial Classification (SIC) system used?
Response: To regulate the competition in an industry
Correct answer: To classify and track industry statistics
Question 20
Why is customer value important in a B2B strategy?
Response: It helps to differentiate the business from competitors
Correct answer: It helps establish long-term partnerships with other businesses
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4.2 B2B Marketing

Targeting and Positioning of Business Markets

Submissions
Question 1
What is the purpose of a perceptual map?
Response: To compare the position of a company’s products to its competitors
Correct answer: To compare the position of a company’s products to its competitors
Question 2
What is the advantage of niche marketing?
Response: Niche marketing allows a company to differentiate its products from its competitors.
Correct answer: Niche marketing allows a company to differentiate its products from its competitors.
Question 3
What is the purpose of target segment selection in marketing?
Response: To graphically represent how customers perceive different brands in the market
Correct answer: To identify and select a specific group of customers to target with marketing efforts
Question 4
What is the goal of positioning in marketing?
Correct answer: To create a unique and differentiated image for a brand in the mind of the target audience
Question 5
What is the purpose of developing a targeted marketing campaign?
Response: To create a unique and differentiated image for a brand in the mind of the target audience
Correct answer: To reach and engage with the target audience
Question 6
What is the process of determining the best positioning for a product or brand called?
Response: Positioning process
Correct answer: Positioning process
Question 7
Which of the following is NOT a type of positioning error?
Response: Over-positioning
Correct answer: Appropriate-positioning
Question 8
Which of the following is NOT a targeting strategy?
Response: Individualized marketing
Correct answer: Individualized marketing
Question 9
What is the difference between mass marketing and undifferentiated marketing?
Response: Mass marketing offers a generic product, while undifferentiated marketing offers a unique product.
Correct answer: Mass marketing is a type of undifferentiated marketing.
Question 10
What is a perceptual map used for in marketing?
Correct answer: To graphically represent how customers perceive different brands in the market
Question 11
What is an example of under-positioning?
Response: A company positions its product as average quality, but it is actually the highest quality in the market.
Question 12
What is the difference between mass marketing and niche marketing?
Response: Mass marketing offers a generic product, while niche marketing offers a unique product.
Correct answer: Mass marketing targets a large market, while niche marketing targets a small market.
Question 13
What is the main difference between demographic targeting and psychographic targeting?
Response: Psychographic targeting focuses on customers’ values, interests, and lifestyle, while demographic targeting focuses on customers’ demographic characteristics.
Correct answer: Psychographic targeting focuses on customers’ values, interests, and lifestyle, while demographic targeting focuses on customers’ demographic
characteristics.
Question 14
What is the purpose of target segment selection?
Response: To identify different groups of consumers with distinct needs and characteristics
Correct answer: To determine which groups of consumers to target with marketing efforts
Question 15
What is the first step in the positioning process?
Response: Creating a brand image and messaging strategy
Correct answer: Identifying the target audience and their needs
Question 16
What is an example of a targeting strategy that focuses on customers’ values, interests, and lifestyle?
Response: Demographic targeting
Correct answer: Psychographic targeting
Question 17
What is the first step in the targeting process?
Response: Developing positioning strategies
Correct answer: Selecting target segments
Question 18
Which targeting strategy focuses on customers’ demographic characteristics?
Response: Demographic targeting
Correct answer: Demographic targeting
Question 19
What is an example of a positioning error in marketing?
Response: Strong differentiation
Correct answer: Misunderstanding the target audience
Question 20
What is an example of over-positioning?
Response: A company positions its product as the lowest price, but it is not the cheapest in the market.
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4.2 B2B Marketing

MANAGING PRODUCT OFFERINGS

Submissions
Question 1
What is the first stage in the new product development process?
Response: Commercialization
Correct answer: Concept Development
Question 2
What is an important consideration when evaluating the success of a product in the marketplace during market testing?
Response: Competition
Question 3
What is a benefit of product innovation for a company?
Response: Improved brand recognition
Question 4
What is the concept of product quality?
Response: The series of steps to bring new products to market
Correct answer: The overall value of a product in terms of its features, reliability, and performance
Question 5
What is the purpose of market testing in the new product development process?
Response: To manufacture the product
Correct answer: To determine the potential success of a product in the marketplace
Question 6
What is an important factor to consider when evaluating product quality?
Response: Brand recognition
Correct answer: Reliability
Question 7
What is the primary goal of commercialization in the new product development process?
Response: To evaluate the product’s potential success
Correct answer: To introduce the product to the market
Question 8
What is portfolio analysis?
Response: The stages a product goes through from its inception to its eventual decline
Correct answer: A method to evaluate a company’s product offerings and determine which products should be continued, discontinued, or modified
Question 9
What is the purpose of an industrial service?
Response: To provide products to consumers
Correct answer: To provide maintenance or repair services for a company’s equipment
Question 10
What is an industrial service?
Response: A custom-designed product
Correct answer: A service offered by a company to other businesses
Question 11
What is the new product development process?
Response: A method to evaluate a company’s product offerings and determine which products should be continued, discontinued, or modified
Correct answer: A series of steps to bring new products to market
Question 12
What is a difference between a custom-built product and a custom-designed product?
Response: There is no difference between the two
Correct answer: Custom-built products are manufactured, while custom-designed products are only designed
Question 13
What is the primary goal of portfolio analysis?
Response: To minimize costs
Correct answer: To ensure product diversity
Question 14
What is the concept of the total product?
Response: The packaging only
Correct answer: The overall experience a customer has with a product
Question 15
What is a custom-built product?
Response: A product designed to meet specific customer requirements
Correct answer: A product designed to meet specific customer requirements
Question 16
What is the final stage in the product life cycle?
Response: Maturity
Correct answer: Decline
Question 17
What is a custom-designed product?
Response: A product designed to meet specific customer requirements
Correct answer: A product designed to meet specific customer requirements
Question 18
What is the product life cycle?
Response: The packaging only
Correct answer: The stages a product goes through from its inception to its eventual decline
Question 19
What is an example of product innovation?
Response: Traditional landline phones
Correct answer: Smartphones
Question 20
What is a catalog product?
Response: An industrial service
Correct answer: A standard product offered for sale by a company
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4.2 B2B Marketing

BUSINESS PRODUCT PRICING

Submissions
Question 1
What is the appropriate pricing strategy for a new product?
Response: Competitive Bidding: Open and Closed Bidding
Correct answer: New Product Pricing Strategies
Question 2
How can market research inform pricing decisions in the B2B market?
Response: Identifying target market preferences and needs
Question 3
What is a key factor that affects the exchange value of a product or service in the marketplace?
Response: Quality
Correct answer: Quality
Question 4
What are the costs associated with producing and selling a product?
Correct answer: Cost Determinants
Question 5
What are the cost determinants that impact pricing decisions in the B2B market?
Response: Marketing expenses
Question 6
What is the impact of production costs on pricing decisions in the B2B market?
Response: Production costs have no impact on pricing decisions
Correct answer: Production costs may result in either higher or lower prices, depending on market conditions
Question 7
What is the difference between open and closed bidding in the B2B market?
Response: Open bidding requires lower prices, while closed bidding requires higher prices
Correct answer: Open bidding is publicly available, while closed bidding is private and confidential
Question 8
Which of the following is NOT a pricing objective?
Response: Maximizing sales
Correct answer: None of the above
Question 9
What is the point at which the costs of producing a product equal the revenue made from selling the product called?
Response: Break-even point
Correct answer: Break-even point
Question 10
What are the demand determinants that impact pricing decisions in the B2B market?
Response: Product features
Question 11
What is the strategy that a company adopts to defend its pricing against the price attacks of its competitors called?
Response: Competitive Bidding: Open and Closed Bidding
Correct answer: Response to Price Attacks by Competition
Question 12
Which of the following elements of the marketing mix is most closely linked with revenue?
Response: Promotion
Correct answer: Price
Question 13
What is a key factor to consider in new product pricing strategies in the B2B market?
Question 14
What is the impact of competition on pricing?
Response: Cost Determinants
Correct answer: Competition
Question 15
What is a common bidding strategy in the B2B market?
Response: Strategic partnerships
Question 16
What is an effective response to price attacks by competition in the B2B market?
Response: Lowering prices further
Correct answer: Differentiating product offerings and promoting value
Question 17
What are the key factors that influence demand for a product?
Response: Pricing Objectives
Correct answer: Competition
Question 18
What is the most important factor that determines the pricing of a product?
Response: Cost Determinants
Correct answer: Pricing Objectives
Question 19
What is the change in total revenue resulting from the sale of an additional unit of a product called?
Response: Pricing Strategy
Correct answer: Marginal Revenue (MR)
Question 20
What are the primary objectives of pricing in the B2B market?
Response: Maximizing market share
Correct answer: Achieving all of the above
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4.2 B2B Marketing

CHANNEL DESIGN

Submissions
Question 1
What are the key factors to consider when selecting channels in the B2B market?
Response: The target market, competition, and level of support required
Correct answer: The target market, product complexity, and level of support required
Question 2
What is the main advantage of direct sales in the B2B market?
Response: Faster sales cycles and higher customer satisfaction
Correct answer: Direct control over the sales process and customer relationships
Question 3
What is the main advantage of indirect sales in the B2B market?
Response: Lower cost and greater reach
Correct answer: Lower cost and greater reach
Question 4
What is the main disadvantage of indirect sales through intermediaries in the B2B market?
Response: Increased distribution costs and reduced customer service levels
Correct answer: Reduced control over pricing and product positioning
Question 5
What are some common Channel Constraints in the B2B market?
Response: High competition and changing customer preferences
Correct answer: Complex purchasing processes and longer sales cycles
Question 6
What is the main benefit of conducting a SWOT analysis of a company’s current distribution channels?
Response: To evaluate the target market
Correct answer: To identify areas for improvement and opportunities for growth
Question 7
What is the primary benefit of e-commerce as a channel in the B2B market?
Response: Faster order processing and delivery
Correct answer: Increased reach and easier access to customers
Question 8
What are the three main channel alternatives in the B2B market?
Response: Direct sales, indirect sales, and franchising
Correct answer: Direct sales, indirect sales, and e-commerce
Question 9
What is the first step in the Channel Design Process in the B2B market?
Response: Channel Selection
Correct answer: Channel Objectives
Question 10
What are the key metrics to measure the success of channels in the B2B market?
Response: Reach, sales, and cost
Correct answer: Reach, customer satisfaction, and profit
Question 11
What are the main Channel Objectives in the B2B market?
Response: Reach, revenue, and profit
Correct answer: Reach, service, and cost
Question 12
What are the common Channel Alternatives in the B2B market?
Response: Direct Sales, Retail Sales, and E-commerce
Correct answer: Direct Sales, Indirect Sales, and E-commerce
Question 13
What is the purpose of conducting a pilot test of the selected channels in the B2B market?
Response: To identify potential issues and make adjustments
Correct answer: To validate the Channel Design Process
Question 14
What is the main difference between direct sales and indirect sales in the B2B market?
Response: Direct sales is through retail, while indirect sales is through wholesalers
Correct answer: Direct sales is direct communication with the customer, while indirect sales is through intermediaries
Question 15
What is the primary objective of Channel Design in the B2B market?
Response: To reach other businesses
Correct answer: To reach other businesses
Question 16
What are the key Channel Constraints in the B2B market?
Response: Simple purchasing processes and shorter sales cycles
Correct answer: Complex purchasing processes and longer sales cycles
Question 17
What is the importance of regularly monitoring and evaluating the channels in the B2B market?
Response: To evaluate the competition
Correct answer: To ensure that the channels are meeting the Channel Objectives and delivering results
Question 18
What is the main advantage of e-commerce in the B2B market?
Response: Faster sales cycles and lower costs
Correct answer: Faster sales cycles and lower costs
Question 19
What is the third step in the Channel Design Process in the B2B market?
Response: Channel Objectives
Correct answer: Channel Alternatives
Question 20
What is the primary goal of the Channel Design Process in the B2B market?
Response: To optimize customer service levels
Correct answer: To reach the target market in the most cost-effective way
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4.2 B2B Marketing

BUSINESS MARKET CHANNEL MANAGEMENT

Submissions
Question 1
What is the purpose of market research in the B2B market?
Response: To evaluate the performance of current distribution channels
Correct answer: To identify potential channel partners
Question 2
What is the primary responsibility of industrial distributors in a B2B distribution channel?
Response: To sell the product to customers
Correct answer: To purchase the product from the manufacturer and resell it to other intermediaries or end customers
Question 3
How can manufacturers measure the performance of their distribution channels in B2B marketing?
Response: By assessing the effectiveness of their channel management strategies
Question 4
What are the factors that affect channel decisions in B2B marketing?
Response: Channel conflicts
Question 5
What is the primary objective of market research in B2B marketing?
Response: To determine the most effective distribution strategy
Correct answer: To identify potential channel partners
Question 6
What is the role of industrial distributors in the B2B market?
Response: To act as intermediaries between manufacturers and end-users
Correct answer: To act as intermediaries between manufacturers and end-users
Question 7
What is the purpose of channel management in B2B marketing?
Question 8
What is distributor classification in the B2B market?
Response: The process of selecting the most suitable distributors for a product
Correct answer: The process of organizing distributors based on product specialization, customer segment, geographic scope, and service level
Question 9
What is the main goal of channel management strategies in the B2B market?
Response: To coordinate and integrate the activities of channel participants
Correct answer: To coordinate and integrate the activities of channel participants
Question 10
What is a manufacturer’s representative in the B2B market?
Response: A distributor who manages the distribution of products to retailers
Correct answer: A salesperson who represents multiple manufacturers
Question 11
What is the role of channel evaluation in the B2B market?
Response: To determine the effectiveness of channel management strategies
Correct answer: To assess the performance of current distribution channels
Question 12
What is the primary role of a manufacturer’s representative in a B2B distribution channel?
Response: To sell the product directly to customers
Correct answer: To represent the manufacturer and sell their products to distributors or retailers
Question 13
What is a common source of channel conflict in the B2B market?
Response: Differences in product quality between channel participants
Correct answer: Incompatible goals between channel participants
Question 14
What is the main purpose of channel management in B2B marketing?
Response: To reduce costs
Correct answer: To coordinate and integrate the activities of channel participants
Question 15
What is channel conflict management in the B2B market?
Response: The process of negotiating distribution agreements with distributors
Correct answer: The process of resolving conflicts between channel participants
Question 16
What are the common sources of channel conflict in B2B marketing?
Response: Differences in marketing strategies
Question 17
What is the purpose of distributor classification in B2B marketing?
Response: To reduce the risk of channel conflict
Question 18
What are the main channel participants involved in the B2B market?
Response: Retailers, wholesalers, and end-users
Correct answer: Manufacturers, wholesalers, and distributors
Question 19
What is the main difference between a distributor and a manufacturer’s representative in B2B marketing?
Response: The distributor is responsible for managing the channel, while the manufacturer’s representative is responsible for selling the product
Correct answer: The distributor purchases the product from the manufacturer and resells it, while the manufacturer’s representative sells the product on behalf of the
manufacturer
Question 20
What are the steps that can be taken to manage channel conflict in B2B marketing?
Response: Providing training and support
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4.2 B2B Marketing

MARKETING COMMUNICATION IN BUSINESS MARKETS

Submissions
Question 1
What is the first step in developing an advertising program.
Response: Defining objectives
Correct answer: Defining objectives
Question 2
What is a way to measure the return on investment (ROI) of an advertising campaign?
Response: By conducting a brand awareness survey
Correct answer: By determining the cost-effectiveness of the advertising spend
Question 3
What is the main difference between B2B and B2C marketing communication.
Response: Message content
Correct answer: Audience
Question 4
What is the primary objective of advertising in business markets?
Response: To improve customer loyalty
Correct answer: To build brand awareness
Question 5
What is the main difference between B2B and B2C marketing communication?
Response: Both B2B and B2C communication focuses on businesses.
Correct answer: B2B communication focuses on businesses while B2C communication focuses on consumers.
Question 6
What is the primary role of advertising in business markets.
Response: To build brand awareness
Question 7
What is a limitation of advertising in business markets?
Response: Clutter
Question 8
What is the primary role of advertising in business markets?
Response: To build brand awareness
Question 9
What is a limitation of advertising in business markets
Response: Ad blindness
Correct answer: Cost
Question 10
What is a commonly used method to measure the return on investment (ROI) of an advertising campaign?
Response: Web analytics data analysis
Correct answer: Cost per acquisition (CPA) calculation
Question 11
What is the purpose of analyzing web analytics for a digital advertising campaign?
Response: To determine the efficiency of the advertising spend
Correct answer: To determine the effectiveness of the campaign
Question 12
What type of data can be used to measure the effectiveness of advertising?
Response: Customer feedback
Correct answer: Sales data
Question 13
What is a factor that can impact the success of an advertising campaign?
Response: Lack of audience engagement
Correct answer: Saturation in the market
Question 14
What is the first step in developing an effective advertising program?
Response: Conducting market research
Correct answer: Defining clear advertising objectives
Question 15
Why is it important to regularly evaluate advertising campaigns?
Response: To determine the return on investment (ROI)
Correct answer: To identify areas for improvement
Question 16
What is the first step in developing an advertising program?
Response: Conducting market research
Correct answer: Defining objectives
Question 17
What is the main difference between B2B and B2C marketing communication
Response: The target audience
Correct answer: The target audience
Question 18
Why is it important to measure the effectiveness of advertising campaigns?
Response: To justify the advertising budget
Correct answer: To determine the impact of the advertising investment
Question 19
What is the goal of conducting market research in advertising?
Response: To determine the attitudes and behaviors of the target audience
Correct answer: To determine the attitudes and behaviors of the target audience
Question 20
What is the purpose of personalization in B2B marketing communication?
Response: To improve the relevance of the message to the target audience
Correct answer: To improve the relevance of the message to the target audience
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4.2 B2B Marketing

PERSONAL SELLING

Submissions
Question 1
What is the role of the salesperson in the selling cycle?
Response: To follow up with customers
Correct answer: To carry out all of the above tasks
Question 2
What is the main objective of using the Sales Resource Opportunity Grid?
Response: To balance the potential of each opportunity with the resources required to pursue it
Correct answer: To allocate resources in a way that maximizes sales and profitability
Question 3
What is the purpose of providing training and support to salespeople?
Response: To reduce their stress levels
Correct answer: To increase their productivity
Question 4
What is the main purpose of organizing the salesforce?
Response: To assign territories
Correct answer: To create a structure that supports effective sales efforts
Question 5
What is the first stage in the selling cycle?
Response: Presentation
Correct answer: Prospecting
Question 6
What is the main goal of the salesforce structure created in organizing the salesforce?
Response: To assign territories
Correct answer: To support effective sales efforts
Question 7
What is an important factor to consider when selecting a salesperson?
Response: Experience in the industry
Correct answer: Personality and communication skills
Question 8
What is the primary role of a salesperson in business markets?
Response: To provide customer support
Correct answer: To identify and pursue sales opportunities
Question 9
What is the main objective of selecting and managing industrial salesforce?
Response: To allocate sales resources
Correct answer: To provide ongoing training and support
Question 10
What is the role of sales influencers in the sales process?
Response: To affect the purchasing decisions of others
Correct answer: To affect the purchasing decisions of others
Question 11
What is the first step in the selling cycle?
Response: Prospecting
Correct answer: Prospecting
Question 12
Who are sales influencers?
Response: [none]
Correct answer: Individuals or groups who have the power to affect the purchasing decisions of others
Question 13
What is a key benefit of using the Sales Resource Opportunity Grid?
Response: It reduces the need for sales resources
Correct answer: It allows sales managers to prioritize sales opportunities
Question 14
What is the main goal of organizing the salesforce?
Response: To maximize profits
Correct answer: To support effective sales efforts
Question 15
What is the Sales Resource Opportunity Grid used for?
Response: To prioritize sales opportunities
Correct answer: To determine the best allocation of sales resources
Question 16
What is the main goal of the salesperson in business markets?
Response: To build relationships with customers
Question 17
What is the main goal of the Sales Resource Opportunity Grid?
Response: To improve customer satisfaction
Correct answer: To maximize sales and profitability
Question 18
What is the purpose of salesforce deployment decisions?
Response: To achieve sales goals
Correct answer: To achieve sales goals
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4.2 B2B Marketing

SALES PROMOTION

Submissions
Question 1
What is the best way to prepare staff for an exhibition?
Response: Mock exhibitions
Question 2
What is the main goal of channel promotion?
Response: Increase customer loyalty
Correct answer: Encourage intermediaries to sell the product
Question 3
What should be the key focus during the management of exhibition kiosk or stand?
Response: Sales pitch
Correct answer: Customer engagement
Question 4
What is the importance of customer engagement during an exhibition?
Response: To increase loyalty
Correct answer: To provide information about the products and generate interest in product
Question 5
What is the best way to measure the success of an exhibition?
Response: Brand awareness created
Correct answer: Number of leads generated
Question 6
What is the purpose of following up after an exhibition?
Response: Follow up on sales opportunities
Question 7
What is the main objective of a trade show?
Response: Generate leads
Correct answer: Generate leads
Question 8
What is the most important aspect of trade show strategy?
Correct answer: Target audience
Question 9
What should be considered when preparing the exhibition kiosk or stand?
Response: Analyze the competitors
Correct answer: Product placement, Lighting and Display design
Question 10
Which of the following is not a category of sales promotion?
Response: Trade promotion
Correct answer: Corporate promotion
Question 11
What is the main objective of an exhibition as a sales promotion tool?
Response: Increase product visibility
Correct answer: Generate leads
Question 12
What should be regularly monitored during an exhibition?
Response: Share Value
Correct answer: Share Value
Question 13
What is the best way to make a lasting impression on customers during an exhibition?
Response: Product demonstration
Correct answer: Engaging product presentation
Question 14
What is the first step in planning an exhibition?
Response: Define objectives
Correct answer: Define objectives
Question 15
What is the main focus of consumer promotion?
Response: Retailers
Correct answer: End consumers
Question 16
What is the purpose of a sales promotion?
Response: To create brand awareness
Correct answer: To increase sales
Question 17
What is the main purpose of trade promotion?
Response: Increase customer loyalty
Correct answer: Encourage distributors and retailers to promote the product
Question 18
What is the purpose of training staff for an exhibition?
Response: To ensure they are knowledgeable about the products
Correct answer: To ensure they are knowledgeable about the products
Question 19
What is the significance of monitoring performance during an exhibition?
Response: To improve overall performance and evaluate customer engagement
Correct answer: To improve overall performance and evaluate customer engagement
Question 20
What is the best way to increase footfall at an exhibition?
Response: Conduct interactive activities
Correct answer: Conduct interactive activities
Home
4.2 B2B Marketing

RELATIONSHIP MARKETING

Submissions
Question 1
What is the main focus of a Collaborative relationship?
Response: One-time exchange of goods or services
Correct answer: Collaboration between two parties
Question 2
Which of the following is NOT a key component of CRM in B2B market?
Response: Customer service management
Correct answer: Inventory management
Question 3
Which of the following is a key aspect of a successful CRM strategy in relationship marketing?
Response: Customer engagement
Question 4
What is the primary goal of CRM in B2B market?
Response: Improve customer loyalty
Question 5
What is the role of data analysis in CRM in B2B market?
Response: To identify sales trends
Question 6
Why is customer engagement important in a CRM strategy in relationship marketing?
Response: It helps in increasing customer loyalty.
Question 7
What is the main objective of a relationship marketing strategy?
Response: To increase customer satisfaction
Correct answer: To increase customer retention
Question 8
Why is customer data management important in a CRM strategy in relationship marketing?
Response: It helps in personalizing marketing efforts.
Question 9
Which of the following types of relationship is based on a one-time exchange of goods or services?
Response: Value-Adding relationship
Correct answer: Transactional relationship
Question 10
What is the role of CRM in increasing sales?
Response: By improving lead conversion rates
Question 11
How does CRM improve the overall customer experience?
Response: By providing personalized support
Question 12
What is the main focus of a Transactional relationship?
Response: One-time exchange of goods or services
Correct answer: One-time exchange of goods or services
Question 13
Which of the following types of relationship is based on long-term collaboration between two parties?
Response: Value-Adding relationship
Correct answer: Collaborative relationship
Question 14
What is the primary advantage of using CRM in B2B market?
Response: Improved sales performance
Question 15
What is the role of CRM in creating a competitive advantage for a business?
Response: By enabling better customer engagement
Question 16
Which of the following strategies can help increase customer loyalty in relationship marketing?
Response: Providing excellent customer service
Correct answer: Providing excellent customer service
Question 17
Why is relationship marketing important for businesses?
Response: To increase customer retention
Correct answer: To increase customer retention
Question 18
What is the primary benefit of a successful relationship marketing strategy for businesses?
Response: Increased customer satisfaction
Correct answer: Increased customer loyalty
Question 19
What is the main focus of a Value-Adding relationship?
Response: Creating additional value for customers
Correct answer: Creating additional value for customers
Question 20
Which of the following types of relationship involves creating additional value for customers through various services and offerings?
Response: Collaborative relationship
Correct answer: Value-Adding relationship
Home
4.2 B2B Marketing

KEY ACCOUNT MANAGEMENT

Submissions
Question 1
Why is it important to foster long-term relationships with Key Accounts in B2B?
Response: To limit the company’s growth potential
Correct answer: To maintain a consistent and reliable source of profits
Question 2
What is one of the key strategies for successfully managing Key Accounts in B2B?
Response: Failing to respond to customer inquiries
Correct answer: Building strong, long-term relationships based on mutual trust and understanding
Question 3
What is the purpose of regularly reviewing Key Account Management performance in B2B?
Response: To decrease the effectiveness of Key Account Management processes
Correct answer: To reduce customer lifetime value
Question 4
What is one of the key components of a successful Key Account Management plan in B2B?
Response: Infrequent communication with Key Accounts
Correct answer: Clearly defined strategies and tactics
Question 5
What is one of the key objectives of managing Key Accounts in B2B?
Response: To increase sales revenue
Correct answer: To increase sales revenue
Question 6
What is the purpose of the Whale Curve in B2B Key Account Management?
Response: To compare sales performance between different regions
Correct answer: To visualize the distribution of profits among different accounts
Question 7
How can a company evaluate and improve its Key Account Management processes in B2B?
Response: [none]
Correct answer: By regularly reviewing key performance indicators
Question 8
How can a company build strong relationships with Key Accounts in B2B?
Response: By ignoring customer complaints and inquiries
Correct answer: By providing high-quality customer service and consistently meeting customer needs
Question 9
What is one of the key benefits of focusing on customer needs in B2B Key Account Management?
Response: Lower customer satisfaction.
Correct answer: Increased customer loyalty
Question 10
What is the Whale Curve in B2B Key Account Management used to represent?
Response: The distribution of customer satisfaction levels
Correct answer: The distribution of customer profits
Question 11
What is the main difference between Key Accounts and Regular Accounts in B2B?
Response: Key Accounts have different buying behaviors than Regular Accounts
Correct answer: Key Accounts are more profitable than Regular Accounts
Question 12
What is one of the strategies for building strong relationships with Key Accounts in B2B?
Response: Focusing on the company’s needs rather than the customer’s
Correct answer: Providing high-quality customer service
Question 13
Why is it important to continually improve Key Account Management processes in B2B?
Response: To decrease customer lifetime value
Correct answer: To maintain a competitive advantage and stay ahead of market trends
Question 14
What is the most effective method for identifying Key Accounts in B2B?
Response: Analyzing customer spending patterns and behaviors
Correct answer: Analyzing customer spending patterns and behaviors
Question 15
Why is it important to have a dedicated Key Account Management team in B2B?
Response: To spread out responsibilities
Correct answer: To ensure a consistent and effective approach
Question 16
What is the most important factor in determining the success of Key Account Management in B2B?
Response: The quality of the Key Account Management team and processes
Correct answer: The quality of the Key Account Management team and processes
Question 17
Why is it important to prioritize customer needs in B2B Key Account Management?
Response: To decrease customer lifetime value
Correct answer: To increase customer churn
Question 18
How can a company identify its Key Accounts in B2B?
Response: By conducting market research
Correct answer: By analyzing customer spending patterns
Question 19
What is the main goal of Key Account Management in B2B?
Response: To increase customer churn
Correct answer: To maximize customer lifetime value
Question 20
What is one of the benefits of having a dedicated Key Account Management team in B2B?
Response: Reduced customer loyalty
Correct answer: Improved alignment and focus on customer needs
Home
4.2 B2B Marketing

MARKETING CONTROL

Submissions
Question 1
What does a marketing cost analysis examine?
Response: The credibility of the company’s accounts
Correct answer: The cost of marketing efforts
Question 2
What is the return on marketing investment (ROMI)?
Response: A measure of the customer’s perspective
Correct answer: A measure of the effectiveness of a company’s marketing efforts
Question 3
What does a marketing cost analysis examine in a marketing audit?
Response: Company’s sales performance
Correct answer: Company’s marketing expenses
Question 4
What is one of the methods used for sales analysis in a marketing audit?
Response: SWOT analysis
Correct answer: Sales forecasting
Question 5
What is a control in the era of digital B2B marketing?
Response: Strategic control
Correct answer: Strategic control
Question 6
What is the main purpose of control in the era of digital B2B marketing?
Response: To improve the company’s financial performance
Correct answer: To monitor the performance of the company’s digital marketing efforts
Question 7
How does control in the era of digital B2B marketing help a company achieve its marketing goals?
Response: By monitoring the company’s digital marketing performance
Correct answer: By monitoring the company’s digital marketing performance
Question 8
What is the level of marketing control that examines whether the strategy is being implemented as planned and whether it produces?
Response: Marketing audit
Correct answer: Strategic control
Question 9
What is the main benefit of implementing control in the era of digital B2B marketing?
Response: Improved sales performance
Correct answer: Improved digital marketing performance
Question 10
What are the main areas of audit that a marketing audit focuses on?
Response: Company’s marketing performance
Correct answer: Company’s marketing performance
Question 11
What is a method for sales analysis?
Response: Strategic control
Correct answer: Marketing cost analysis
Question 12
What is the fundamental objective of a marketing audit?
Response: Protect the interests of the minority shareholders
Correct answer: Understand how well past efforts have met customer needs
Question 13
What is a marketing audit?
Response: A strategy you choose to implement
Correct answer: A comprehensive review of your marketing efforts
Question 14
What is the main purpose of studying emerging trends in business marketing?
Response: To assess the company’s financial performance
Correct answer: To stay updated with the latest marketing strategies
Question 15
What does control in the era of digital B2B marketing focus on?
Response: Company’s financial performance
Correct answer: Company’s digital marketing performance
Question 16
What are the areas of audit in marketing?
Response: Collecting information and forecasting demand
Question 17
What does a marketing audit examine?
Response: Customer needs
Correct answer: Company’s marketing performance
Question 18
What is the purpose of marketing control?
Response: Assessing the effectiveness of the company’s performance
Correct answer: Ensuring that the company achieves the sales, profits, and other goals set out in its annual marketing plan
Question 19
What is a trend in business marketing?
Response: Marketing control
Correct answer: Emerging trends
Question 20
What is the purpose of conducting a marketing audit?
Response: To assess the effectiveness of the company’s marketing performance
Correct answer: To assess the effectiveness of the company’s marketing performance

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Model Question Paper

Course Name: B2B Marketing

 Distribution channels for business products are significantly longer

Demand of business buyers is derived from:

 Final consumer demand

Demand which is affected by price changes in short term is known as:

Tata Motors is supplying vehicles to Indian Army is an example of:

LG supplying refrigerators to KFC is an example of:

What is the difference between the terms 'customer' and 'consumer'?

 High-quality raw materials.

Which one of the following is not a member of an organization's decision-making unit?

Organization's buying behaviour of raw materials for production purposes is called:

 Business buyer behaviour

Which is generally not a source for secondary research?

Which of these is not a digital research trend?

This is not a type of B2B marketing research:

Business Marketers do not use marketing research for:

 Market share analysis

Response rate in marketing research does not depend upon:

 Season when conducted

The top functions of a market research company do not include:

 Developing a theme which provides a meaningful distinction for customers

 When the product is in the wrong distribution chain

What would a firm be doing when it is adopting a concentrated marketing strategy?

 Concentrating on a specific marketing campaign

 Positioning by corporate identity

Domino's pizzas are mainly positioned by which attribute?

 Positioning by corporate identity

Tata Steel is mainly positioned by which attribute?

 Positioning by corporate identity

The Core Value of a product is defined as:

 Is the basic need satisfied by a product

The Augmented Product is:

 The inner layer of the product

4.2 B2B Marketing

Correct answer: Installation

Response: Employees' feedback

Correct answer: Employees' feedback

Response: Acceleration Effect

Correct answer: Acceleration Effect

Correct answer: Firmographic

Correct answer: R&D

Response: Inelastic demand

Correct answer: Inelastic demand

Response: They demand more discounts

Correct answer: They demand more discounts

Correct answer: Behavioral

Response: Researchers were inadept in handling computers

Correct answer: Raw Materials

Response: Media channel

Correct answer: Media channel

Response: Diversity of business

Correct answer: Diversity of business

Response: Business model

Correct answer: Business model

Correct answer: Organizations

Response: Price Quotation

Correct answer: Price Quotation

Response: Very high customization

Correct answer: Very high customization

Response: Designing and activating the research activities.

Correct answer: Designing and activating the research activities.

Response: Organizational innovativeness