Question 1
B2B marketing is the process of matching and combining your company's capabilities with the needs of ....
An organizationThe end-userA buying center
An organizationThe end-userA buying centerQuestion 2
B2B market structure is more.... than B2C market ?
Dispersed with many buyersConcentrated with fewer buyers
Dispersed with many buyersConcentrated with fewer buyersQuestion 3
B2B products/services can be ... than B2C products ?
More technically complexLess customized to user preferencesMore standardized
More technically complexLess customized to user preferencesMore standardizedQuestion 4
Demand in business market is ... .
Determined.Derived.Distant.Elastic.
Determined.Derived.Distant.Elastic.Question 5
Upstream sub-contractor are .... by the end-user demand.
Less impactedMore impacted
Less impactedMore impactedQuestion 6
Which elements tend to ease buyer-seller relationships ?
Short-term relationshipsInterpersonal skillsLimited information exchanged
Short-term relationshipsInterpersonal skillsLimited information exchangedQuestion 7
Decision process steps start with
Problem recognition ?General need description ?Product specification ?
Problem recognition ?General need description ?Product specification ?Question 8
B2B branding starts with
Targeting ?Segmentation ?Positionning ?
Targeting ?Segmentation ?Positionning ?Question 9
Does a professionally trained buyer behave always rationally ?
Yes, functional involvement and task motives predominate.No, professionalism is predominant but emotions are not to be negleted.
Yes, functional involvement and task motives predominate.No, professionalism is predominant but emotions are not to be negleted.Question 10
CRM stands for
Consumer Research ManagementCustomer Relationship Management
Consumer Research ManagementCustomer Relationship Management
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