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Policies in Government Purchasing and Customer Types
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Policies in Government Purchasing and Customer Types

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Questions and Answers

Which of the following statements about buyer-seller relationships in business marketing is TRUE?

  • Companies rarely enter into long-term contracts as the opportunity cost of mistakes is high
  • Personal selling is never an important element of the marketing mix
  • Strong personal and business relationships between buyer and seller are extremely rare
  • Close personal relationships exist between buyer and seller in all industries (correct)

    • In business marketing, large customer size and use of direct channels increase the importance of:

  • Negotiation (correct)
  • Advertising
  • Distribution
  • Packaging

    • These members of an organization are specifically responsible for coordinating their company's efforts at satisfying their customers.

  • Salespeople (correct)
  • Middle managers
  • Supervisors
  • Human resource personnel

    • Why is the demand for business products dependent ultimately on individual consumers?

    <p>Because business markets consume products in the process of making other products</p> Signup and view all the answers

    Which of the following is NOT a type of facilitating supplies?

    <p>Materials processed only to the point required for economic handling and distribution</p> Signup and view all the answers

    Which category do janitorial products, painting contractors, plumbing services, and heating and air conditioning services fall under?

    <p>MRO items</p> Signup and view all the answers

    What is a key raw material for technology-driven companies?

    <p>Steel</p> Signup and view all the answers

    Compared to individual consumers, business customers are:

    <p>More likely to be geographically concentrated</p> Signup and view all the answers

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