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1、Chapter7:AnalyzingBusinessMarketsChapter7:AnalyzingBusinessMarketsGENERALCONCEPTQUESTIONSMultipleChoice1.Tocreateandcapturevalue,sellersneedtounderstandbusinessorganizations’needs,resources,policies,and________.a.demandsb.protocolsc.strategiesd.buyingprocedurese.personnelpoli
2、ciesAnswer:dPage:209Levelofdifficulty:Easy2.WebsterandWinddefine________asthedecision-makingprocessbywhichformalorganizationsestablishtheneedforpurchasedproductsandservicesandidentify,evaluate,andchooseamongalternativebrandsandsuppliers.a.marketingchannelsb.organizationalbuyi
3、ngc.demand-orientedbuyingd.purchasinge.inventorycontrolAnswer:bPage:210Levelofdifficulty:Medium3.The________consistsofalltheorganizationsthatacquiregoodsandservicesusedintheproductionofotherproductsorservicesthataresold,rented,orsuppliedtoothers.a.businessmarketb.consumermark
4、etc.e-commercemarketd.globalmarkete.suppliermarketAnswer:aPage:210Levelofdifficulty:Medium413Chapter7:AnalyzingBusinessMarketsBusinessmarketshaveseveralcharacteristicsthatcontrastsharplywiththoseofconsumermarkets.AllofthefollowingwouldbeamongthosecharacteristicsEXCEPT________
5、.a.fewer,largerbuyersb.closesupplier-customerrelationshipc.professionalpurchasingd.inverteddemande.multiplesalescallsAnswer:dPages:210–211Levelofdifficulty:Hard2.AllofthefollowingwouldbeamongthemajorindustriesthatmakeupthebusinessmarketEXCEPT________.a.agriculture,forestry,an
6、dfisheriesb.manufacturingc.constructiond.banking,finance,andinsurancee.theInternetAnswer:ePage:210Levelofdifficulty:hard3.Trainedpurchasingagents,whomustfollowtheirorganization’s________,oftenpurchasebusinessgoods.a.cultureb.pastpurchasinghistoryc.purchasingpolicies,constrain
7、ts,andrequirementsd.needse.financialbudgetsAnswer:cPage:211Levelofdifficulty:Medium4.Ultimately,theamountofsteelsoldtoGeneralMotorsdependsontheconsumer’sdemandforGMcarsandtrucks.Fromthestandpointofthesteelmanufacturer,whichofthefollowingdemandformsismostpertinent?a.Deriveddem
8、andb.Inelasticdemandc.Geographicdemandd.Relationaldemande.Staticdema
