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Exam 3: Buying Behavior and the Buying Process

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Question 41

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What do resellers consider when making decisions about which products to sell?

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Resellers consider three eleme...

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Question 42

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Global sourcing is a key factor in achieving a sustainable competitive advantage.

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Question 43

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The organizational buyer for McArthur Gardens frequently uses _____ to make sure that all important factors are considered,such as bulb size,delivery speed,bulb sprouting time,and level of sales support,before selecting a supplier.

The salesperson for the Big Apple Sign Corporation was trying to get a hardware storeowner to buy a new kind of advertising tool called floor graphics-an opaque vinyl film that applies directly to the floor,is easy to remove,and can be used to promote in-store specials.Since the storeowner has purchased advertising before-just not this particular kind of advertising-this is an example of a _____ situation.

Discuss the economic and quality criteria that may influence buying decisions.

_____ control the flow of information and limit the alternatives considered.

The purchase of maintenance,repair,and overhaul (MRO) supplies:

What is automatic replenishment?

The business environment is changing dramatically,and organizational buying is also changing.As organizations are pressured to improve product quality,control costs,and minimize inventory,they are:

Sales to original equipment manufacturers (OEMs)and resellers are based on direct demand rather than derived demand.

Salespeople need to understand that purchases made by their customers' customers are based on:

The manufacturer of Fancy Feast cat food has purchased "can sheets" for making its cans from Altum Aluminum for years,but it has recently decided to become more environmentally friendly.In doing so,it plans to talk to Reynolds Aluminum about its recycling project.In this instance,the purchase of can sheets from Reynolds would be an example of a _____ situation.

Rock-Tenn Corporation continually receives data on production schedules from its customers.It uses the information to determine the quantity of boxes to ship to the manufacturers.Rock-Tenn has established a(n) _____ relationship with the customers.

Derived demand means demand is derived from the increase in GDP.

Resellers consider two elements when making decisions about what products to sell: customer profiles and targeted return.

Life-cycle costing is also known as quality-based costing.

Effective JIT requires that customers inform suppliers only when their current stocks have been completely depleted.

A buying center is an informal,cross-department group of people involved in a purchase decision.

During performance evaluations of various vendors,the importance weights of all characteristics are considered equal.

_____ systems are used to forecast sales,develop production schedules,and select delivery dates that minimize costs.