Which of the following statements about the b2b market is true?

1. Which of the following statements is true of the B2B market when compared to the consumer market? Select one: A. The frequency of purchases is greater in the B2B market. B. Personal selling is less important in the B2B market. C. The number of buyers is smaller in the B2B market. D. Products sold tend to be less complex in the B2B market. 2. The difference in marketing communications between the B2B and consumer market is the B2B market Select one: A. uses more intermediaries. B. uses more standardized products. C. focuses primarily on channel promotions. D. relies more on personal selling and online communications. 3. Distribution channels in B2B marketing tend to be Select one: A. short and direct because of the need for a quick turnaround time from order to delivery. B. long in design because of the large size of business products. C. very complex because of the complexity of products and services. D. short and direct because of the need for personal selling. 4. “An evaluation of a potential supplier on the basis of technological ability, consistency in meeting product specifications, overall quality, on-time delivery, and the ability to provide needed quantity” is a description of a Select one: A. vendor analysis B. buyer-seller agreement C. performance evaluation D. purchasing proposal 5. The group of individuals representing key personnel from many areas of a business operation that formally makes buying decisions is referred to as a Select one: A. gatekeeping process B. buying committee. C. buying centre. D. decision-making unit.

Answer

1. Correct answer is C. The number of buyers is smaller in the B2B market. B2B market has smaller number of buyers than B2C market 2. Correct answer is D. relies more on personal selling and online communications. 3. Correct answer is D. short and direct because of the need for personal selling. 4. Correct answer is A. vendor analysis “An evaluation of a potential supplier on the basis of technological ability, consistency in meeting product specifications, overall quality, on-time delivery, and the ability to provide needed quantity” is a description of a vendor analysis 5. correct answer is C. buying centre.

The group of individuals representing key personnel from many areas of a business operation that formally makes buying decisions is referred to as a buying centre.

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