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Question
Based on the volume of their purchases, _____ are the most important commercial customers in the business or industrial market.a. construction companies
b. manufacturers
c. transportation companies
d. service firms (e.g., hotels)
e. health care facilities
Answer
This answer is hidden. It contains 1 characters.
Related questions
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By reducing waste, compressing time, reducing unit costs, and by demonstrating a flexible response, Dell Computer achieves the four major goals of supply chain management. Briefly describe the meaning and significance of each of these goals to a firm like Dell.
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a. a value network.
b. relationship dynamics
c. a strategic asset.
d. a market scope.
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c. strategic marketing.
d. marketing accountability.
e. competitive advantage.
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The structure of the buying center in a traditional selling focus is indicated by the____________________and a few other individuals are involved in the buying decision.
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Relationship____________________represents the customer's desire to engage in strong relationships with a current or potential supplier.
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A benchmarking study sought to uncover the critical success factors that drive a firm's new product performance. The results indicate that successful firms:
a. center development efforts on clearly-defined market and technology domains.
b. seldom "kill" a project once the new product development process has been initiated.
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d. all of the above.
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b. a product market.
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Qualitative sales forecasting techniques provide a systematic analysis of cause and effect relationships.
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As a customer adopts JIT purchasing, the typical order size shrinks and more frequent deliveries are required.
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Not all products nor all customers require the same level of logistical service.
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The ____________________ method combines and averages top executives' estimates of future sales and is popular because it is easy to apply and understand.
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Describe the factors that appear to influence the salesperson's satisfaction with the job and the work environment.
Q:
Which of the following characteristics is true of induced strategic behavior?
a. Communication is consistent with organizational flow.
b. An informal network assesses technical and market merit.
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For supply chain management, functional products typically have predictable demand patterns while innovative products do not.
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Q:
The balanced scorecard measures the performance of a business unit from:
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b. a financial perspective.
c. a learning and growth perspective.
d. all of the above.
e. (a) and (b) only.
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Provide an illustration of a situation where value-in-use segmentation would seem to be especially appropriate.
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Changes in business marketing strategy requires corresponding changes in personal selling styles.
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If the requirements of segmentation are met, it should provide the business marketer with valuable guidelines for allocating marketing resources.
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Salespersons tend to have a higher level of job satisfaction when they perceive that their first-line supervisor closely directs and monitors their activities.