Multiple Choice Questions
This chapter is about organisational buyer behaviour. Although there are some parallels with consumer buyer behaviour, business-to-business buyers naturally have different priorities and agendas. The chapter begins with discussing the pressures on buyers, then explains how to approach and segment industrial/governmental markets, and how to approach B2B buying situations.
1. The individual responsible for the flow of information is called ______.
- the gatekeeper
- the initiator
- the decider
The person keeps the gate through which salespeople or other sources of information must pass.
2. Bribing a foreign buyer is an example of ______.
- cultural difference in buying
- political influence
- ethical influence
Bribery is regarded as unethical even in cultures where it happens.
3. A retailer is an example of ______.
- an institutional buyer
- a reseller
- a business and commercial buyer
The goods are only being bought in order to re-sell them.
4. What does OEM stand for?
- Organisation for Energy Markets
- Overseas Equipment Markets
- Original Equipment Manufacturer
The others are invented.
5. In the context of ‘consumption in B2B’, what does MRO stand for?
- Mechanical Reproduction Order
- Market Research Organisation
- Maintenance, Repair, Overhaul
The others are inventions.
6. What is the main definition of a ‘straight rebuy’?
- re-buying back a previously sold item
- a situation in which a previous order is simply repeated in its entirety
- a type of purchase for which previous experience does not exist
7. A buyer who increases the amount of product ordered is making ______.
- a modified rebuy
- a straight rebuy
- a new task buy
The usual rebuy is being slightly modified.
8. Which of the following is NOT an item listed in the buy-grid framework?
- search for and qualification of potential sources
- evaluation of proposals and selection of suppliers
- anticipation of order and listing of quantity needed
The correct answer here is a fabrication.
9. The person who handles initial contacts and controls the team in a team-selling scenario is called ______.
- the sales representative
- the key account manager
- the team leader
An account requiring a team approach is a key account.
10. A supplier assessment system in which each department is asked to comment on their experience with the supplier is called ______.
- a categorical plan
- a weighted-point plan
- a cost-ratio plan
The supplier is graded according to the different categories of service supplied.
Visit the following websites:
Why do firms need to use these services?
What do the sites offer?