Technical personnel who help develop the specifications and evaluate alternative
products for possible use are called:
Detailed Answer
B
2
A production operative at a cheese factory discovered that the slicing process could be
speeded up if the machine had a certain type of arm attached. He consulted the supervisor
about purchasing one. The operative would be considered the
Detailed Answer
A
3
For routinely purchased items, buyers are frequently the:
Detailed Answer
C
4
A sales representative from a software company shows an accounting firm that a new
software package can perform bookkeeping tasks that the firm present package cannot.
The accounting firm is most likely in which stage of the o organizational buying decision
process?
Detailed Answer
A
5
After deciding to order replacement parts for aging machinery, the buyer for a
construction company examines catalogues and trade publications. The buyer is probably
at which stage of the organizational buying decision process?
Detailed Answer
C
6
The four main categories of factors that influence organizational buying decisions are
organizational, interpersonal, environmental, and:
Detailed Answer
D
7
What are the four main categories of factors that influence organizational buying
decisions?
Detailed Answer
A
8
Input-output analysis is most likely to yield what type of information?
Detailed Answer
B
9
Which one of the following statements BEST characterizes marketing research?
Detailed Answer
B
10
In the previous three years, four studies have been conducted on the characteristics of
Tyrone Brick clients. As the firm seeks to put together a report showing trends in this
area, it has a hard time locating the information contained in these study reports. This firm
seems to need: