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Marketing Management营销管理习题及答案(中)参考
Chapter 7: Analyzing Business Markets
GENERAL CONCEPT QUESTIONS
Multiple Choice
To create and capture value, sellers need to understand business organizations’ needs, resources, policies, and ________.
demands
protocols
strategies
buying procedures
personnel policies
Answer: d Page: 209 Level of difficulty: Easy
Webster and Wind define ________ as the decision-making process by which formal organizations establish the need for purchased products and services and identify, evaluate, and choose among alternative brands and suppliers.
marketing channels
organizational buying
demand-oriented buying
purchasing
inventory control
Answer: b Page: 210 Level of difficulty: Medium
The ________ consists of all the organizations that acquire goods and services used in the production of other products or services that are sold, rented, or supplied to others.
business market
consumer market
e-commerce market
global market
supplier market
Answer: a Page: 210 Level of difficulty: Medium
Business markets have several characteristics that contrast sharply with those of consumer markets. All of the following would be among those characteristics EXCEPT ________.
fewer, larger buyers
close supplier-customer relationship
professional purchasing
inverted demand
multiple sales calls
Answer: d Pages: 210–211 Level of difficulty: Hard
All of the following would be among the major industries that make up the business market EXCEPT ________.
agriculture, forestry, and fisheries
manufacturing
construction
banking, finance, and insurance
the Internet
Answer: e Page: 210 Level of difficulty: hard
Trained purchasing agents, who must follow their organization’s ________, often purchase business goods.
culture
past purchasing history
purchasing policies, constraints, and requirements
needs
financial budgets
Answer: c Page: 211 Level of difficulty: Medium
Ultimately, the amount of steel sold to General Motors depends on the consumer’s demand for GM cars and trucks. From the standpoint
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