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1、Chapter7:AnalyzingBusinessMarketsChapter7:AnalyzingBusinessMarketsGENERALCONCEPTQUESTIONSMultipleChoice1.Tocreateandcapturevalue,sellersneedtounderstandbusinessorganizations’needs,resources,policies,and________.a.demandsb.protocolsc.strategiesd.buyingprocedurese.personnelpoliciesAns
2、wer:dPage:209Levelofdifficulty:Easy2.WebsterandWinddefine________asthedecision-makingprocessbywhichformalorganizationsestablishtheneedforpurchasedproductsandservicesandidentify,evaluate,andchooseamongalternativebrandsandsuppliers.a.marketingchannelsb.organizationalbuyingc.demand-ori
3、entedbuyingd.purchasinge.inventorycontrolAnswer:bPage:210Levelofdifficulty:Medium3.The________consistsofalltheorganizationsthatacquiregoodsandservicesusedintheproductionofotherproductsorservicesthataresold,rented,orsuppliedtoothers.a.businessmarketb.consumermarketc.e-commercemarketd
4、.globalmarkete.suppliermarketAnswer:aPage:210Levelofdifficulty:Medium413Chapter7:AnalyzingBusinessMarketsBusinessmarketshaveseveralcharacteristicsthatcontrastsharplywiththoseofconsumermarkets.AllofthefollowingwouldbeamongthosecharacteristicsEXCEPT________.a.fewer,largerbuyersb.close
5、supplier-customerrelationshipc.professionalpurchasingd.inverteddemande.multiplesalescallsAnswer:dPages:210–211Levelofdifficulty:Hard2.AllofthefollowingwouldbeamongthemajorindustriesthatmakeupthebusinessmarketEXCEPT________.a.agriculture,forestry,andfisheriesb.manufacturingc.construc
6、tiond.banking,finance,andinsurancee.theInternetAnswer:ePage:210Levelofdifficulty:hard3.Trainedpurchasingagents,whomustfollowtheirorganization’s________,oftenpurchasebusinessgoods.a.cultureb.pastpurchasinghistoryc.purchasingpolicies,constraints,andrequirementsd.needse.financialbudget
7、sAnswer:cPage:211Levelofdifficulty:Medium4.Ultimately,theamountofsteelsoldtoGeneralMotorsdependsontheconsumer’sdemandforGMcarsandtrucks.Fromthestandpointofthesteelmanufacturer,whichofthefollowingdemandformsismostpertinent?a.Deriveddemandb.Inelasticdemandc.Geographicdemandd.Relationa
8、ldemande.Staticdema
