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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What
is an initiator?
a. | A type of salesman who initiates first contact with a
buyer. | c. | The person in
the firm who controls the flow of information. | b. | The person in
the buying firm who first recognizes a problem. | | | | |
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2.
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Which
of these is NOT a member of the DMU?
a. | Gatekeeper. | c. | Salesperson. | b. | User. | | | | |
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3.
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Which
of the following is NOT a risk avoidance tactic used by buyers?
a. | Multisource the
order. | c. | Visit the
vendor’s operations. | b. | Use an agent. | | | | |
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4.
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Which
of the following is NOT an organizational influence on buyers?
a. | Structures. | c. | Technology. | b. | Economy. | | | | |
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5.
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What
does OEM stand for?
a. | Original equipment manufacturer.
| c. | Open-ended
marketing. | b. | Original energy marketer. | | | | |
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6.
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What
is a reseller organization?
a. | An organization which sells again to the same
company. | c. | An organization
which resells goods that have been returned as faulty. | b. | An organization
which buys goods in order to sell them to someone else.
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7.
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A
customer which is involved in maintaining, repairing and overhauling products after they have been
sold is called:
a. | An aftermarket customer. | c. | A maintenance customer. | b. | An institutional
customer. | | | | |
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8.
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What
is a modified rebuy?
a. | A repeat purchase in which the seller makes a better
offer. | c. | A situation
where the buyer places a repeat order, but with some modifications. | b. | A situation
where the seller buys the goods back. | | | | |
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9.
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What
is value in use?
a. | A measure of the life of a
product. | c. | A price that
equates the overall costs and benefits of using one product rather than another.
| b. | A measure of the
money saved by using a product. | | | | |
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10.
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Which
of the following is NOT an approach to evaluating suppliers?
a. | Categorical
plan. | c. | Cost-ratio
plan. | b. | Economical plan. | | | | |
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