Business Marketing
Solved Exam Questions
Course Introduction
Business Marketing explores the unique strategies, processes, and tools used to market products and services to other businesses, rather than to individual consumers. The course covers essential topics including business-to-business (B2B) market segmentation, buyer behavior, relationship management, value creation, channel management, and digital marketing in the B2B context. Students will analyze real-world case studies and develop practical skills for planning and executing effective B2B marketing campaigns, understanding supply chain dynamics, managing customer relationships, and leveraging contemporary technologies for competitive advantage in complex business markets.
Recommended Textbook Marketing Principles v. 2.0 1st Edition by Jeff Tanner
Available Study Resources on Quizplus
16 Chapters
1775 Verified Questions
1775 Flashcards
Source URL: https://quizplus.com/study-set/736 Page 2
Chapter 1: What Is Marketing?
Available Study Resources on Quizplus for this Chatper
100 Verified Questions
100 Flashcards
Source URL: https://quizplus.com/quiz/14345
Sample Questions
Q1) _____ is a component of the marketing that corresponds to the price element of the marketing mix.
Answer: Exchanging
Q2) Marketing careers in product development involve meeting with customers,determining value,proposing offerings,and making sure that the customer is satisfied.
A)True
B)False
Answer: False
Q3) Once an offering is designed,the company must be able to make it and get it to the market; this is known as the delivery of _____.
Answer: value
Q4) _____ requires that a firm must actively seek to improve the lot of others.
Answer: Social responsibility
Q5) The focus of marketing has changed from a mix of product,price,place,and promotion to an emphasis on creating,communicating,delivering,and exchanging value.
A)True
B)False
Answer: True
To view all questions and flashcards with answers, click on the resource link above. Page 3
Chapter 2: Strategic Planning
Available Study Resources on Quizplus for this Chatper
119 Verified Questions
119 Flashcards
Source URL: https://quizplus.com/quiz/14346
Sample Questions
Q1) A cookie company has decided to add a brownie product line to their inventory.Which of the following strategies is being employed by this company?
A) Market-penetration
B) Product-development
C) Market-development
D) Diversification
E) Downsizing
Answer: B
Q2) _____ is a process that can occur at different levels (corporate,business,and functional)in an organization
Answer: Strategic planning
Q3) A(n)_____ explains why customers should buy a product,why stakeholders should donate,or why prospective employees may want to work for an organization. Answer: value proposition
Q4) A firm's _____ states the purpose of the organization and why it exists. Answer: mission statement
Q5) A marketing plan and a financial plan are types of ______ level plans. Answer: functional
To view all questions and flashcards with answers, click on the resource link above. Page 4
Chapter 3: Consumer Behavior: How People Make Buying Decisions
Available Study Resources on Quizplus for this Chatper
107 Verified Questions
107 Flashcards
Source URL: https://quizplus.com/quiz/14347
Sample Questions
Q1) A car,a house,and a boat are examples of what type of product?
A) Routinely purchased
B) Habitually purchased
C) High-impact
D) Low-involvement
E) High-involvement
Answer: E
Q2) Motivation is the process by which consumers change their behavior after they gain information about a product.
A)True
B)False
Answer: False
Q3) How a person would like to view himself or herself is known as one's _____.
Answer: ideal self
Q4) An individual's disposition as other people see it is _____. Answer: personality
Q5) The reason a consumer is shopping can affect the consumer's time situation.
A)True
B)False
Answer: True
To view all questions and flashcards with answers, click on the resource link above. Page 5
Chapter 4: Business Buying Behavior
Available Study Resources on Quizplus for this Chatper
113 Verified Questions
113 Flashcards
Source URL: https://quizplus.com/quiz/14348
Sample Questions
Q1) Influencers are people who will decide if and when you get access to members of the buying center.
A)True
B)False
Q2) Which of the following is the last stage of the buying process?
A) A search is conducted to find potential suppliers.
B) The requests for proposals are evaluated.
C) An order routine is established.
D) A need is recognized.
E) A post-purchase evaluation is conducted and feedback is provided to the vendor.
Q3) The Business Marketing Association has also developed a code of ethics that discourages bribery and other practices,such as disparaging a competitor's products unfairly and encourages treating one's suppliers equitably.
A)True
B)False
Q4) In _____ markets,there is more reliance on mass marketing via advertising,Web sites,and retailing
Q5) Fluctuating demand changes sharply in response to a change in _____ demand.
To view all questions and flashcards with answers, click on the resource link above. Page 6
Chapter 5: Market Segmenting, Targeting, and Positioning
Available Study Resources on Quizplus for this Chatper
94 Verified Questions
94 Flashcards
Source URL: https://quizplus.com/quiz/14349
Sample Questions
Q1) Positioning is especially important for those businesses facing a lot of competition.
A)True
B)False
Q2) A make-up company who has been associated with baby boomers wants to appeal to Generation Y,so it hired young celebrities as endorsers and launched a line of fun,new beauty products.The make-up company was engaging in ____.
Q3) _____ involves choosing select groups of people to sell to.
Q4) Google's AdSense and AdWords programs can be utilized by companies to aid in segmentation practices.
A)True
B)False
Q5) _____ are motivated by self-expression and have enough skills to carry out projects successfully.
Q6) When Sally selected a group of upper income people living in Atlanta as her market,she was engaged in market segmentation.
A)True
B)False
Q7) _____ is the result of using both qualitative and quantitative data.
Page 7
To view all questions and flashcards with answers, click on the resource link above.
Chapter 6: Creating Offerings
Available Study Resources on Quizplus for this Chatper
120 Verified Questions
120 Flashcards
Source URL: https://quizplus.com/quiz/14350
Sample Questions
Q1) A _____ is the spoken part of an identity used to describe the brand.
Q2) _____ include products and services that support an organization's ability to do business but do not go into the final product.
A) Original equipment manufacturing offerings
B) Capital equipment offerings
C) Facilitating offerings
D) Raw materials offerings
E) Maintenance, repair, and operations offerings
Q3) The entire assortment of products that a firm offers is called the product line.
A)True
B)False
Q4) _____ refers to an approach to products and offerings that clearly separates the physical product from services and from price.
Q5) The categories in which consumer offerings are placed are based on the characteristic of the offerings themselves.
A)True
B)False
Q6) _____ refers to the core technology that is the basis for an offering or product.
To view all questions and flashcards with answers, click on the resource link above. Page 8
Chapter 7: Developing and Managing Offerings
Available Study Resources on Quizplus for this Chatper
107 Verified Questions
107 Flashcards
Source URL: https://quizplus.com/quiz/14351
Sample Questions
Q1) While Mark is performing beta tests on his company's new product,the _____ is being developed and tested that will be used to launch the product.
A) marketing communication plan
B) marketing plan
C) market research report
D) product stress structure
E) product beta plan
Q2) Testing is a relatively inexpensive step in the product development process.
A)True
B)False
Q3) Quality function deployment is a process utilized in which step of the product development process?
A) launch
B) feature specification
C) development
D) evaluation
E) testing
Q4) The introduction stage is the first stage of the product life cycle after a product is _____.
To view all questions and flashcards with answers, click on the resource link above. Page 9
Chapter 8: Using Marketing Channels to Create Value for Customers
Available Study Resources on Quizplus for this Chatper
121 Verified Questions
121 Flashcards
Source URL: https://quizplus.com/quiz/14352
Sample Questions
Q1) _____ also create efficiencies by streamlining the number of transactions an organization must make.
Q2) _____ vary by the types of products they sell,their sizes,the prices they charge,the amount of service they provide,and the convenience or speed by which they offer them.
Q3) Explain the difference between vertical conflict and horizontal conflict.
Q4) Disintermediation involves granting an independent operator the right to use your manufacturing processes,trade secrets,patents,and trademarks for a certain amount of time in exchange for a fee.
A)True
B)False
Q5) Store brands are products _____ produce themselves or pay _____ to produce for them.
Q6) Pat's dairy company has a conflict with Ron's grocery store.This is an example of a
A) store conflict
B) horizontal conflict
C) manufacturer's conflict
D) vertical conflict
E) supply chain conflict
To view all questions and flashcards with answers, click on the resource link above. Page 10
Chapter 9: Using Supply Chains to Create Value for Customers
Available Study Resources on Quizplus for this Chatper
87 Verified Questions
87 Flashcards
Source URL: https://quizplus.com/quiz/14353
Sample Questions
Q1) Freight forwarders typically own their own transportation equipment and warehouses.
A)True
B)False
Q2) Explain how Patagonia utilizes reverse logistics.
Q3) Explain the advantages and disadvantages of safety stock.
Q4) Purchasing goods and services for an organization is known as procurement.
A)True
B)False
Q5) FedEx Supply Chain Services and UPS Supply Chain Solutions,that takeover the entire order processing and shipping departmental functions of a company,are examples of:
A) freight forwarders.
B) consumer shipping services.
C) logistical sources.
D) supply chain value added firms.
E) 3PLs.
Q6) Firms with just-in-time inventory systems keep very little inventory on hand.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 11
Chapter 10: Gathering and Using Information: Marketing Research and
Market
Intelligence
Available Study Resources on Quizplus for this Chatper
114 Verified Questions
114 Flashcards
Source URL: https://quizplus.com/quiz/14354
Sample Questions
Q1) Accessing internally generated information quickly:
A) can give a company a competitive advantage.
B) aids data mining techniques.
C) helps to stabilize sales data.
D) generates revenue data.
E) manages data via the Internet.
Q2) Gathering corporate information illegally or unethically is referred to as _____.
Q3) Rachel's boss asks her to collect demographic information pertaining to three cities in which the company is thinking of expanding.Utilizing _____ would prove to be most effective for this assignment.
A) in-depth interviews
B) primary data
C) secondary data
D) Nielsen ratings
E) industrial espionage
Q4) Causal research design examines _____ relationships.
Q5) It is important to keep the audience in mind when writing a research report.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 12
Chapter 11: Integrated Marketing Communications and the Changing Media Landscape
Available Study Resources on Quizplus for this Chatper
140 Verified Questions
140 Flashcards
Source URL: https://quizplus.com/quiz/14355
Sample Questions
Q1) The number of people exposed to a message is a promotion's _____,while how often the people are exposed to a message is a promotion's _____.
Q2) Cite some advertising appeals that promoters consider.What must marketers consider when choosing these?
Q3) List and describe components of the promotional mix.
Q4) Mobile marketing:
A) utilizes exposure methods.
B) utilizes high reach efforts.
C) utilizes cell phones and forms of transportation.
D) seeks high impact.
E) utilizes mail and catalogs.
Q5) A free sample is not preferred by consumers.
A)True
B)False
Q6) What factors affect the choice of promotion mix elements?
Q7) Blogs and YouTube are types of _____ content.
Q8) Purchasing a product provides the sender with _____.
Q9) A(n)_____ is a specific product benefit consumers will remember. Page 13
Q10) Small companies are likely to use the _____ method.
To view all questions and flashcards with answers, click on the resource link above.
Page 14
Chapter 12: Public Relations, Social Media, and Sponsorships
Available Study Resources on Quizplus for this Chatper
71 Verified Questions
71 Flashcards
Source URL: https://quizplus.com/quiz/14356
Sample Questions
Q1) News stories or reviews about products in the mass media are examples of ______.
Q2) PR has become more important in recent years mainly because of the increased number of consumers.
A)True
B)False
Q3) Sponsorship is utilized with the intent to:
A) generate interest in point-of-purchase displays.
B) increase brand awareness, improve corporate image, and reach target markets.
C) deal with negative attention related to the company.
D) improve a CEO's image.
E) generate short-term excitement.
Q4) Placing a product in a television show is known as sponsorship.
A)True B)False
Q5) Product placement is expected to increase due to increase in the use of DVRs. A)True B)False
Q6) _____ involves paying a fee to have your name associated with different things.
Q7) Chris is going to have his company provide financial support to the NGO,Habit for Humanity.This is an example of _____. Page 15
To view all questions and flashcards with answers, click on the resource link above.
Page 16
Chapter 13: Professional Selling
Available Study Resources on Quizplus for this Chatper
129 Verified Questions
129 Flashcards
Source URL: https://quizplus.com/quiz/14357
Sample Questions
Q1) Explain the role of an order taker and an order getter.
Q2) Brand awareness opens doors for salespeople.
A)True
B)False
Q3) A manufacturer's representative is an agent that sells a(n)______.
Q4) A sales pipeline is also known as a _____.
A) sales cycle
B) sales force
C) sales mission
D) sales strategy
E) sales lead
Q5) Companies hire _____ to manage the relationships with outsourced sales staff.
Q6) Terri is a marketer who rates leads based on the readiness of potential buyers to purchase products.She engages in _____.
A) lead analysis
B) lead investigation
C) lead exploration
D) lead scoring
E) lead searching
Q7) Explain how marketing helps sales efforts.
To view all questions and flashcards with answers, click on the resource link above. Page 17
Chapter 14: Customer Satisfaction, Loyalty, and Empowerment
Available Study Resources on Quizplus for this Chatper
127 Verified Questions
127 Flashcards
Source URL: https://quizplus.com/quiz/14358
Sample Questions
Q1) U.S.privacy laws apply to Internet marketing.
A)True
B)False
Q2) Overstating an offering's performance level indicates a _____ gap.
A) standards
B) knowledge
C) delivery
D) communication
E) satisfaction
Q3) Customer satisfaction is a feeling that a person experiences when an offering meets his or her expectations.
A)True
B)False
Q4) Customer empowerment influences the performance of a company.
A)True
B)False
Q5) Prior to the Internet,any form of selling under another guise or a phony front was called _____.
18
Q6) A company should avoid setting expectations _____ in addition to setting them
To view all questions and flashcards with answers, click on the resource link above.
Page 19
Chapter 15: Price,the Only Revenue Generator
Available Study Resources on Quizplus for this Chatper
107 Verified Questions
107 Flashcards
Source URL: https://quizplus.com/quiz/14359
Sample Questions
Q1) A company that implements programs to encourage customer loyalty is utilizing what type of pricing objective?
A) Maximizing profits
B) Maintaining the status quo
C) Targeted return on investment
D) Maximizing market share
E) Maximizing sales
Q2) A company trying to set prices in a way that allows them to capture a large share of the sales in their industry is utilizing which type of pricing objective?
A) Maximizing profits
B) Maintaining the status quo
C) Targeted return on investment
D) Maximizing market share
E) Maximizing sales
Q3) Going-rate pricing is often used with products in markets people perceive to be very different.
A)True
B)False
Q4) What are the steps in the pricing framework?
To view all questions and flashcards with answers, click on the resource link above. Page 20
Chapter 16: The Marketing Plan
Available Study Resources on Quizplus for this Chatper
119 Verified Questions
119 Flashcards
Source URL: https://quizplus.com/quiz/14360
Sample Questions
Q1) _____ are likely to be permanent members of the CMO's staff.
Q2) _____ allows you to smooth out the seasonal variance on sales so you can then determine how much of the change in sales is due to other factors.
A) Correlational analysis
B) Expertise
C) Statistical control
D) Managerial control
E) Causality
Q3) _____ is the application of science to solve problems.
Q4) A good marketing plan often sparks retaliation from one or more competitors.
A)True
B)False
Q5) _____ is a method of trend analysis forecasting that weights recent periods of time more heavily than comparatively distant periods of time.
Q6) New personnel,new equipment,and new locations are all examples of resources that should be outlined in the ____ section of the marketing plan.
Q7) When writing your marketing plan,begin with the _____ segment first and work your way to the _____ segment.
Page 21
To view all questions and flashcards with answers, click on the resource link above.