Multiple Choice
Identify the
letter of the choice that best completes the statement or answers the question.
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1.
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Which
of the following is NOT a member of the DMU? a. | Initiator. | c. | Buyer. | b. | Negotiator. | | | | |
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2.
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Would
you expect a business buyer to be: a. | More risk-averse than a
consumer. | c. | About the
same. | b. | Less risk-averse than a consumer. | | | | |
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3.
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Which
of the following is NOT one of the organisational influences on buyer behaviour? a. | Tasks. | c. | Culture. | b. | Technology. | | | | |
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4.
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A
company which buys goods in order to sell them on to others is called: a. | A
retailer. | c. | A
reseller. | b. | A wholesaler. | | | | |
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5.
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What
does OEM stand for? a. | Organisation for Economic
Management. | c. | Own-Ends
Manager. | b. | Original Equipment Manufacturer. | | | | |
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6.
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What
does MRO stand for? a. | Manufacturing Real Objects. | c. | Manufacture, Retail and Ownership. | b. | Maintenance,
Repair and Overhaul. | | | | |
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7.
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What
is the main drawback of ‘cost-plus’ contracts? a. | It is hard to
work out the profit margin. | c. | It leads to
inefficiency and waste. | b. | It is hard to work out the costs. | | | | |
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8.
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A
situation in which the buyer is buying the same quantities of the same product at the same price is
called: a. | A straight
rebuy. | c. | A new
task. | b. | A modified rebuy. | | | | |
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9.
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A
situation in which the buyer is buying a new product but with changes in quantity or price would
be: a. | A straight
rebuy. | c. | A new
task. | b. | A modified rebuy. | | | | |
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10.
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A
situation in which the buyer is buying a new product for the first time would be: a. | A straight
rebuy. | c. | A new
task. | b. | A modified rebuy. | | | | |
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11.
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What
is value in use? a. | The total
financial benefit of using a product. | c. | The comparison of one’s product usage against that of
another. | b. | The length of time it will take to recoup the cost of the
product. | | | | |
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12.
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A
situation in which supplier performance factors are rated according to their importance to the firm
is called: a. | A weighted-point
plan. | c. | A cost-ratio
plan. | b. | A categorical plan. | | | | |
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13.
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A
market composed of firms which buy the product to use in their businesses, without reselling it in
any form, is called: a. | A final market. | c. | A manufacturer market. | b. | A user
market. | | | | |
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14.
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What
does DMU stand for? a. | Directed Marketing Unit. | c. | Direct Manufacturing Unit. | b. | Decision Making
Unit. | | | | |
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15.
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Which
of the following is NOT a way of reducing risk for buyers? a. | Visit the
operations of the potential supplier. | c. | Obtain the opinion of colleagues about the
supplier. | b. | Analyse the potential supplier’s brochures and marketing
materials thoroughly. | | | | |
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