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Part 1 of 3 - Study unit 1 7.0 PointsQuestion 1 of 20 1.0 Points
Which one of the following statements about B2B products is true?
A. B2B products cannot be used by final consumers
B. B2B products are larger in bulk that consumer products
C. B2B products cannot be final products, but are “in-process” products
D. B2B products include products like laptops
Answer Key: D
Question 2 of 20 1.0 Points
Which one of the following statements is true regarding the buying behaviour in business-to-
business markets?
A. The purchase cycles of B2B customers are usually shorter than those of final consumers.
B. Buying quantities are usually more for B2B companies when buying facilitating products.
C. In the case of Entering products the key influences of a customer firm are their purchasing
division.
D. The buying process of B2B customers is simpler than the one followed by final customers.
Answer Key: B
Question 3 of 20 1.0 Points
Which one of the following statements is incorrect regarding the marketing strategy of a business to
business marketer?
A. Products are more frequently tailor-made for client firms.
B. Fewer intermediaries are used.
C. Advertising is less important than personal selling.
D. Branding is more important in business markets.
Answer Key: D
,Question 4 of 20 1.0 Points
A business client who buys products that will serve as components in the product that he/she
manufactures is known as …
A. A commercial organisation
B. An institutional buyer
C. A government buyer
D. A dealer
Answer Key: A
Question 5 of 20 1.0 Points
Which one of the following is true regarding the marketing strategy of business-to business
organisations (marketers)?
A. Business-to-business marketers often sell directly to their client organisations.
B. When competitive bidding is used to select a supplier firm the price of the product is of lesser
importance.
C. Television advertising is used as a primary communication medium by business marketers.
D. Business marketers aim their marketing effort at one person in the client firm.
Answer Key: A
Question 6 of 20 1.0 Points
Which one of the following is true regarding the characteristics of business-to-business products?
A. The raw material of a manufacturer’s product is classified as Entering products.
B. Office supplies are classified as Foundation products.
C. The manufacturing plant of a business is regarded as a Facilitating product.
D. Services that a B2B firm buys are classified as Maintenance products.
Answer Key: A
Question 7 of 20 1.0 Points
Office furniture that are used in the office building of a large manufacture are known as a/an …
, A. Foundation product.
B. Intermediary product.
C. Facilitating product.
D. Entering product.
Answer Key: C
Part 2 of 3 - Study unit 2 7.0 Points
Question 8 of 20 1.0 Points
A supplier’s marketing effort to end consumers is considered in which stage of the buying process a
customer firm follows?
A. Stage 1
B. Stage 2
C. Stage 3
D. Stage 4
Answer Key: C
Question 9 of 20 1.0 Points
Chapter 2 on Business-to-business buying focuses on …
A. how customer firms go about buying business marketers’ products.
B. how business marketers sell their products to business customers.
C. how marketing firms buy products from their suppliers.
D. how suppliers and buyers establish business relationships with each other.
Answer Key: A
Question 10 of 20 1.0 Points
There are three types of buying decisions. The complex buying decision is also known as a …
A. new-buy buying decision
, B. routine buying decision
C. strategic buying decision
D. centralised
Answer Key: A
Question 11 of 20 1.0 Points
Which one of the following is not a criterion that a client firm uses to evaluate potential suppliers?
A. environmental impact
B. supply capacity
C. customer service
D. reputation
Answer Key: A
Question 12 of 20 1.0 Points
The type of buying decision that will take place with a very expensive piece of machinery that a
client firm already uses in its manufacturing process will most probably be a …
A. straight-rebuy buying decision
B. new-buy buying decision
C. decentralised buying decision
D. modified-rebuy buying decision
Answer Key: D
Question 13 of 20 1.0 Points
A supplier’s capacity to deliver the quantity of components the customer firm requires is considered
in which stage of the buying process a customer firm follows?
A. Stage 1
B. Stage 2
C. Stage 3
D. Stage 4
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