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 statements is not true?
a. | Business buyers look for products that will increase
sales. | c. | Business buyers
look for products that will translate to foreign markets | b. | Business buyers
look for products that will reduce costs | | | | |
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2.
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Which
of the following is NOT one of the trappings of marketing?
a. | Customer
centrality | c. | Complete
marketing information systems | b. | Declarations of support from top
management | | | | |
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3.
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Which
of the following is a major difference between consumer marketing and business-to-business
marketing?
a. | More rational
decision-making. | c. | External environment.
| b. | The customer is
at the centre of the firm’s thinking | | | | |
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4.
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What
is meant by, entering goods and services?
a. | Goods and services that are new to the
market. | c. | Goods and
services that become part of other products. | b. | Goods and
services that are new to the customer | | | | |
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5.
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What
is meant by, foundation goods and services?
a. | Goods and services that are basic to the
industry. | c. | Goods and
services that are basic to the selling firm. | b. | Goods and
services that do not become part of the finished product, but are used in making it.
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6.
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What
is meant by, facilitating goods and services?
a. | Products and services that help an organisation fulfil its
objectives. | c. | Products and
services that facilitate growth of the company. | b. | Products and
services that help a company sell more. | | | | |
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7.
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Why
is relationship building more common in business markets than in consumer
markets?
a. | Because buyers
get to like the sales representatives they see every day. | c. | Because consumers don’t like to have relationships with
companies. | b. | Because businesses often buy from each other over a long
period. | | | | |
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8.
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What
is derived demand?
a. | The type of demand that derives from business
growth. | c. | The type of
demand that derives from consumer need. | b. | The type of demand that derives form effective
marketing. | | | | |
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9.
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Why
are salespeople more important in business markets than in consumer markets?
a. | Because business
firms can afford to pay them better. | b. | Because business markets require more negotiation.
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10.
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Consumer markets and business markets differ because:
a. | Consumers buy
for themselves, businesses buy for others. | c. | Consumers buy on a rational basis. | b. | Consumers
(collectively) buy more than business buyers do. | | | | |
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