SAP is a German software company that helps businesses automate their finance and management systems. True
2. Organizational buying is the decision-process by which organizations establish and satisfy their needs for goods and services. True
3. Mining, manufacturing, banking, and distribution services are all considered part of the business market. True
4. Schools and prisons are considered institutional buying organizations and they tend to have captive clienteles and limited budgets. True
5. Characteristics of business markets include that there are more buyers and larger buyers. False
6. When compared to the consumer market, the demand for goods and services in the business market is derived. True
7. In selling to the government, the contract is always awarded to the lowest bidder. False
8. A new supplier is least likely to make a sale to a prospect involved in the straight- rebuy situation. True
9. A new supplier is least likely to make a sale to a prospect involved in the straight- rebuy situation. True
10. A “straight rebuy” is a more complex process than a “new task” because the firm is limited to an approved list of vendors. False
11. One key thing to keep in mind when marketing across cultural boundaries is that all people are NOT basically alike. True
12. A secretary who prevents salespersons from contacting users or deciders is playing a gatekeeper role. True
13. Interpersonal factors have almost no influence in business purchasing decisions. False
14. The business buying process is influenced by environmental, organizational, and individual factors. True
15. Reading an advertisement about a new business service in a trade magazine to which the purchasing agent subscribes would be an example of how a problem might be recognized in an organizational setting. True
16. Even if a supplier firm has the capacity to deliver a business product or service, that supplier might NOT be allowed to submit a proposal in the buying process. True
17. When responding to a request for a written proposal, a business marketer should remember the document is primarily a technical document explaining the features of the product. False
18. Product value analysis can involve determining which components can be made cheaper through redesign or standardization, while keeping the same performance level of those components. True
19. In the negotiation process, if the potential supplier is faced with the lower price of a competitor, he or she should always lower his/her price. False
20. A blanket contract or stockless purchase plan establishes a long-term relationship in which the buyer promises to buy all the stock of a particular seller at agreed-upon prices. False
Multiple Choice Questions
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