B2B Quiz

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Total Possible: 18.0Time Spent: 00:00:30 / 01:00:00
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44.44% 55.56%
1 Products like office furniture or personal computers are purchased in both the consumer and business
markets. What distinguishes business marketing from consumer-goods marketing is:
a. the intended use of the product.
b. the intended consumer.
c. the importance of price.
d. all of the above.
e. (a) and (b) only.
status: incorrect (0.0)

correct: e
your answer: a
feedback: Incorrect.
2 Between consumer and business marketing, there are differences in the:
a. buyer-seller relationships.
b. market demand.
c. buyer behavior.
d. all of the above.
e. (a) and (c) only.

correct: d
your answer: a
3 Market-driven firms spot market changes and react well in advance of their competitors. This
illustrates:
a. the customer-linking capability of market-driven firms.

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b. the value proposition of market-driven firms.
c. the market-sensing capability of market-driven firms.
d. the value of using direct channels of distribution in the business market.
e. both (b) and (c).

correct: c
your answer: a
4 If consumers are price sensitive in purchasing a consumer product such as canned soup, the
manufacturer will be price sensitive in purchasing metal cans for the product. Thus, the derived demand
indicates that the demand for metal cans is:
a. elastic.
b. inelastic.
c. growing.
d. stagnant.
e. unpredictable.
status: correct (1.0)

correct: a
your answer: a
feedback: Correct.
5 A stereo manufacturer that buys electronic components for the receivers and speakers that the firm
produces would be classified as:
a. a distributor.
b. a user.
c. an institutional buyer.
d. an original equipment manufacturer.

correct: d
your answer: a
6 Which of the following statements about business marketing strategy development is(are) true?
a. A marketing strategy that is appropriate for foundation goods may be entirely inappropriate for
entering goods.
b. A marketing strategy that works for foundation goods will usually work for entering goods
because organizational buyers evaluate all industrial goods in the same manner.
c. A marketing strategy that works for entering goods will usually work for facilitating goods.
d. A marketing strategy that will work for consumer products will usually work for products sold
in the business market.
e. Both (b) and (c) are true.

correct: a
your answer: a
feedback: Correct.
7 What are the three categories that broadly classify business market customers?
a. Entrepreneurial, commercial and government.
b. Institutions, entrepreneurial and commercial.
c. Government, institutional and entrepreneurial.
d. Commercial enterprises, government and institutions.
e. None of the above.

correct: d
your answer: b
8 ________ comprises the particular skills, abilities, and processes an organization has developed to
create and manage close customer relationships.
a. Distinctive capability
b. Customer-linking capability
c. Market-sensing capability
d. Customer-managing capability
e. Market-managing capability

correct: b
your answer: a
9 Points of parity are:
a. the particular set of benefits that a supplier offers to advance the performance of the customer
organization.
b. all the skills required to identify, initiate, develop, and maintain profitable customer
relationships.
c. the value elements that render the supplier's offering either superior or inferior to the next best
alternative.
d. the value elements with essentially the same performance characteristics as the next best
alternative.
e. none of the above.

correct: d
your answer: b
10 Some of the products purchased by customers in the business market are the same as those purchased
by ultimate consumers.
True
False

correct: true
your answer: false
11 Customers in the business market can be broadly classified into three categories: (1) commercial
enterprises; (2) original equipment manufacturers; and (3) government.
True
False

correct: false
your answer: false
feedback: Correct.
12 The trends in procurement place a premium on the supply-chain management capabilities of the
business marketer.
True
False

correct: true
your answer: false
13 Personal selling is more important for supplies than it is for other categories of goods, such as
installations.
True
False

correct: false
your answer: false
feedback: Correct.
14 Market-driven firms attempt to match their resources, skills and capabilities with particular customer
needs that are not being adequately served.
True
False

correct: true
your answer: true
feedback: Correct.
15 Points of difference are the value elements with essentially the same performance characteristics as the
next best alternative.
True
False

correct: false
your answer: false
feedback: Correct.
16 The demand for industrial products is derived from the ultimate demand for consumer products.
True
False

correct: true
your answer: true
feedback: Correct.
17 Relationship marketing centers on all marketing activities directed toward establishing, developing,
and maintaining successful exchanges with customers.
True
False

correct: true
your answer: true
feedback: Correct.
18 Only raw materials are considered entering goods which become part of the finished product.
True
False

correct: false
your answer: true
feedback: Incorrect. Both raw materials and manufactured materials and parts are categories of entering
goods.

B2B Quiz

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7/27/2017 https://mail-attachment.googleusercontent.com/attachment/u/0/?ui=2&ik=9bf968a0c2&view=att&th=15d837009443ae83&attid=0.

Total Possible: 18.0Time Spent: 00:00:30 / 01:00:00

a. the intended use of the product.

b. the intended consumer.

c. the importance of price.

d. all of the above.

e. (a) and (b) only.

status: incorrect (0.0)

2 Between consumer and business marketing, there are differences in the:

d. all of the above.

e. (a) and (c) only.

status: incorrect (0.0)

a. the customer-linking capability of market-driven firms.

b. the value proposition of market-driven firms.

c. the market-sensing capability of market-driven firms.

d. the value of using direct channels of distribution in the business market.

e. both (b) and (c).

status: incorrect (0.0)

status: correct (1.0)

d. an original equipment manufacturer.

status: incorrect (0.0)

status: correct (1.0)

a. Entrepreneurial, commercial and government.

b. Institutions, entrepreneurial and commercial.

c. Government, institutional and entrepreneurial.

d. Commercial enterprises, government and institutions.

e. None of the above.

status: incorrect (0.0)

status: incorrect (0.0)

9 Points of parity are:

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status: correct (1.0)

status: incorrect (0.0)

status: correct (1.0)

status: correct (1.0)

status: correct (1.0)

status: correct (1.0)

status: correct (1.0)

status: incorrect (0.0)

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