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1、Chapter7:AnalyzingBusinessMarketsChapter7:AnalyzingBusinessMarketsGENERALCONCEPTQUESTIONSMultipleChoice1.Tocreateandcapturevalue,sellersneedtounderstandbusinessorganizations’needs,resources,policies,and________.a.demandsb.protocolsc.strategiesd.buyingprocedurese.personnelpo
2、liciesAnswer:dPage:209Levelofdifficulty:Easy2.WebsterandWinddefine________asthedecision-makingprocessbywhichformalorganizationsestablishtheneedforpurchasedproductsandservicesandidentify,evaluate,andchooseamongalternativebrandsandsuppliers.a.marketingchannelsb.organizational
3、buyingc.demand-orientedbuyingd.purchasinge.inventorycontrolAnswer:bPage:210Levelofdifficulty:Medium3.The________consistsofalltheorganizationsthatacquiregoodsandservicesusedintheproductionofotherproductsorservicesthataresold,rented,orsuppliedtoothers.a.businessmarketb.consum
4、ermarketc.e-commercemarketd.globalmarkete.suppliermarketAnswer:aPage:210Levelofdifficulty:Medium231Chapter7:AnalyzingBusinessMarketsBusinessmarketshaveseveralcharacteristicsthatcontrastsharplywiththoseofconsumermarkets.AllofthefollowingwouldbeamongthosecharacteristicsEXCEPT
5、________.a.fewer,largerbuyersb.closesupplier-customerrelationshipc.professionalpurchasingd.inverteddemande.multiplesalescallsAnswer:dPages:210–211Levelofdifficulty:Hard2.AllofthefollowingwouldbeamongthemajorindustriesthatmakeupthebusinessmarketEXCEPT________.a.agriculture,f
6、orestry,andfisheriesb.manufacturingc.constructiond.banking,finance,andinsurancee.theInternetAnswer:ePage:210Levelofdifficulty:hard3.Trainedpurchasingagents,whomustfollowtheirorganization’s________,oftenpurchasebusinessgoods.a.cultureb.pastpurchasinghistoryc.purchasingpolici
7、es,constraints,andrequirementsd.needse.financialbudgetsAnswer:cPage:211Levelofdifficulty:Medium4.Ultimately,theamountofsteelsoldtoGeneralMotorsdependsontheconsumer’sdemandforGMcarsandtrucks.Fromthestandpointofthesteelmanufacturer,whichofthefollowingdemandformsismostpertinen
8、t?a.Deriveddemandb.Inelasticdemandc.Geographicdemandd.Relationaldemande.Staticdema
