Marketing Management Paper 20

1

Technical personnel who help develop the specifications and evaluate alternative products for possible use are called:






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






3

For routinely purchased items, buyers are frequently the:






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?






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?






6

The four main categories of factors that influence organizational buying decisions are organizational, interpersonal, environmental, and:






7

What are the four main categories of factors that influence organizational buying decisions?






8

Input-output analysis is most likely to yield what type of information?






9

Which one of the following statements BEST characterizes marketing research?






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:






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