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, Business Marketing Management: B2B, 12th Edition by Michael D. Hutt & Thomas W. Speh TEST
BANK
TABLE OF CONTENTS
• Chapter 1 A Business Marketing Perspective
• Chapter 2 Organizational Buying Behavior
• Chapter 3 Customer Relationship Management Strategies for Business Markets
• Chapter 4 Segmenting the Business Market and Estimating Segment Demand
• Chapter 5 Business Marketing Planning: Strategic Perspectives
• Chapter 6 Business Marketing Strategies for Creating Customer Value
• Chapter 7 Business Marketing Channels
• Chapter 8 Managing Innovation and New Industrial Product Development
• Chapter 9 Business Marketing Communications: Advertising and Sales Promotion
• Chapter 10 Business Marketing Communications: Managing the Personal Selling Function
• Chapter 11 Business Marketing Communications: Managing the Business Marketing Sales
Force
• Chapter 12 Pricing Strategy for Business Markets
• Chapter 13 Business Marketing Strategy: A Global Perspective
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, IM Part 3: Exam Questions: MC, TF, SA, Essay
Chapter 1—A Business Marketing Perspective
MULTIPLE CHOICE
1. The business market consists of the following three components:
a. commercial enterprises, resellers, and government.
b. manufacturers, institutions, and defense.
c. manufacturers, service organizations, and government.
d. commercial enterprises, service organizations, and government.
e. commercial enterprises, institutions, and government.
ANS: E PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Marketing Plan | R&D Knowledge of general business
functions
2. Concerning manufacturing customers, the business market is:
a. concentrated by size.
b. geographically concentrated.
c. experiencing declining growth in many large metropolitan areas.
d. all of the above.
e. (a) and (b) only.
ANS: E PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Marketing Plan | R&D Knowledge of general business
functions
3. Based on the volume of their purchases, are the most important commercial customers in the
business or industrial market.
a. construction companies
b. manufacturers
c. transportation companies
d. service firms (e.g., hotels)
e. health care facilities
ANS: B PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Marketing Plan | R&D Knowledge of general business
function
4. Market-driven firms demonstrate:
a. the coordinated use of interfunctional resources (for example, research and development,
manufacturing).
b. a set of values and beliefs among employees that places the customer's interests first.
c. the ability to generate, disseminate, and productively use superior information about
customers and competitors.
d. all of the above.
e. (b) and (c) only.
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, ANS: D PTS: 1
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, Business Marketing Management: B2B, 12th Edition by Michael D. Hutt & Thomas W. Speh TEST
BANK
TABLE OF CONTENTS
• Chapter 1 A Business Marketing Perspective
• Chapter 2 Organizational Buying Behavior
• Chapter 3 Customer Relationship Management Strategies for Business Markets
• Chapter 4 Segmenting the Business Market and Estimating Segment Demand
• Chapter 5 Business Marketing Planning: Strategic Perspectives
• Chapter 6 Business Marketing Strategies for Creating Customer Value
• Chapter 7 Business Marketing Channels
• Chapter 8 Managing Innovation and New Industrial Product Development
• Chapter 9 Business Marketing Communications: Advertising and Sales Promotion
• Chapter 10 Business Marketing Communications: Managing the Personal Selling Function
• Chapter 11 Business Marketing Communications: Managing the Business Marketing Sales
Force
• Chapter 12 Pricing Strategy for Business Markets
• Chapter 13 Business Marketing Strategy: A Global Perspective
Downloaded by Collins Mwaniki ()
, IM Part 3: Exam Questions: MC, TF, SA, Essay
Chapter 1—A Business Marketing Perspective
MULTIPLE CHOICE
1. The business market consists of the following three components:
a. commercial enterprises, resellers, and government.
b. manufacturers, institutions, and defense.
c. manufacturers, service organizations, and government.
d. commercial enterprises, service organizations, and government.
e. commercial enterprises, institutions, and government.
ANS: E PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Marketing Plan | R&D Knowledge of general business
functions
2. Concerning manufacturing customers, the business market is:
a. concentrated by size.
b. geographically concentrated.
c. experiencing declining growth in many large metropolitan areas.
d. all of the above.
e. (a) and (b) only.
ANS: E PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Marketing Plan | R&D Knowledge of general business
functions
3. Based on the volume of their purchases, are the most important commercial customers in the
business or industrial market.
a. construction companies
b. manufacturers
c. transportation companies
d. service firms (e.g., hotels)
e. health care facilities
ANS: B PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Marketing Plan | R&D Knowledge of general business
function
4. Market-driven firms demonstrate:
a. the coordinated use of interfunctional resources (for example, research and development,
manufacturing).
b. a set of values and beliefs among employees that places the customer's interests first.
c. the ability to generate, disseminate, and productively use superior information about
customers and competitors.
d. all of the above.
e. (b) and (c) only.
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, ANS: D PTS: 1
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