Exam 6: Understanding Organizations As Customers

Traditional auctions:

As an eager new salesperson, you search the Internet and find the Head Purchasing Officer's phone number online. You decide to cold call her and make your hard pitch, but instead you speak with a(n)_________who takes a message and ensures the Head Purchasing Officer "will call you back."

The demand for industrial products and services that is driven by demand for consumer products and services is called:

Sales engineers from Siemens, a German manufacturer, have won a contract for a new space telescope. They must now evaluate whether components and assemblies will be purchased from outside suppliers or built by Siemens itself. This part of problem recognition is known as a:

All of the following are roles in the buying centre except

Which of the following statements about the North American Industry Classification System (NAICS)is false?

Mac's buys automated inventory systems in order to increase the number of products that can be sold through its convenience stores and to keep them fresh is an example of:

Online buying in organizational markets is prominent because Internet/web technology:

As an organizational buyer, if you worked directly with your suppliers to improve their efficiency and product quality to enhance your business, you would be focused on:

Which of the following situations is MOST likely to use reciprocity?

A manufacturer of consumer food products for the Chinese market in Canada buys several tons of camellia nuts annually. It converts those nuts into cooking oil that is popular among the Chinese population because it has a milder taste than olive oil and a higher burning point. The oil is sold to supermarkets. The pulp from which the oil is extracted is sold to beef cattle farmers who use it to fatten their cattle. These transactions occur in the ________market.

Which person is likely to have said to the salesperson: "Mrs. Michaels, we've accepted your bid. I'll expect 48 boxes of ring shank nails to be delivered by January 16th, and we will pay the agreed-upon price of $21.74 per box."

What is the major limitation associated with the NAICS?

When the Canadian Broadcasting Corporation buys new computers, monitors, and printers for its various newsrooms, it is operating as a(n):

Concert Staging Company provides the stage, the roof system, and lighting and sound for outdoor concerts and theaters. It is typically hired by the organization sponsoring the event. When the economy slows down, consumers are more likely to save their money for a rainy day than buy a concert or theatre ticket. The number of concert and theatre events determines how many times the company gets to provide its services. Demand for the services provided by Concert Staging Company is________ demand.

If a purchase is a new buy for a manufacturer, the seller should be prepared to act as a consultant to the buyer, work with technical personnel, and:

The NAICS will allow marketing managers to gather and study all of the following information EXCEPT:

Which of the following conditions is NOT a prerequisite for the existence of an independent e-marketplace?

oDesk and 99designs, two online design firms that submit bids for a provided statement of requirements, work on which type of auction?

List the 2 types of online auctions in organizational markets and explain the differences between the two.