51. Mike Myers is the production manager in a company that makes components for the automobile…

51.

Mike Myers is the production manager in a company that makes
components for the automobile industry. He has been concerned about the age
of the equipment and decides to do a study to evaluate the time and money
lost due to equipment failure. He decides to bring his research to the
monthly board meeting. In this way Mike is playing the role of ___________ in
the buying process.

A.

Gatekeeper

B.

Initiator

C.

User

D.

Decider

E.

None of these

52.

Maryanne has noticed that one of the manufacturing teams has
lost productivity over a six-month period. She puts together a document that
describes the productivity loss and does a study to determine the cause. She
finds that one of the key machines in the process breaks down often. Maryanne
asks several machine manufacturers to come in to make proposals for new
machines. Maryanne is playing the role of ________.

A.

Influencer

B.

Gatekeeper

C.

Initiator

D.

User

E.

Decider

53.

Boris Jankowski is a salesperson for a manufacturer of equipment
used in beer-making. He discovers that a regional microbrewery is going to
expand into another state. It has created a buying center to purchase the
needed equipment. Boris’s first job is to _______________.

A.

Discover the
budget for the purchase

B.

Develop criteria
for the purchase

C.

Discover the most
important influencer

D.

Discover who is
part of the buying center

E.

Develop a
presentation for the buying center

54.

NAICS codes now include __________.

A.

United States

B.

United States and
Canada

C.

United States,
Canada, and Mexico

D.

Both of the
Americas, North and South

E.

Both of the
Americas and the Caribbean Basin

55.

Today’s NAICS codes are based on the _____ codes of the
1990s.

A.

CIS

B.

BCS

C.

BSC

D.

SIC

E.

SCC

56.

NAICS codes ___________.

A.

List the primary
output of the business

B.

Give each business
only one code

C.

Are used across
the United States, Mexico, and Canada

D.

Define 20 major
business sectors

E.

All of these

57.

MRO supplies, materials, repairs, and operational supplies and
services are generally purchased through a ______________.

A.

Modified rebuy

B.

New purchase

C.

Bid at time of
need

D.

Straight rebuy

E.

Contractual rebuy

58.

Companies like Home Depot sell to the B2B market and B2C market
out of the same store. This puts the company in the category of businesses
called _________.

A.

Mixed use
enterprise

B.

Reseller

C.

Value added enterprise

D.

Retail
merchandiser

E.

End seller

59.

Resellers are important to marketers because ______________.

A.

They have their
own buying centers that service customers

B.

They buy
equipment, supplies, and technology to run their own businesses

C.

They serve as an
early warning system to OEMs

D.

They carry
excessive amounts of inventory

E.

They order months
and years in advance

60.

The single largest buyer of goods and services in the world is
____________.

A.

General Electric

B.

Walmart

C.

U.S. government

D.

Chinese government

E.

None of these

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