Chapter 5

Question 1

B2B firms focus theri efforts on serving ______ to create value for those customers.

a. New markets
b. Wholesalers and distributors
c. Resellers
d. Specific target markets

Answer 1

d. Specific target markets

Question 2

MERX is the most complete source of tenders available in:

a. US, Canada, Mexico
b. US
c. Canada
d. US, Mexico

Answer 2

c. Canada

Question 3

The ___ is a common process through which buying organizations invite alternative suppliers to bid on supplying their required components or specifications.

a. Request for proposals
b. Request for pricing
c. Request for partnership
d. Requirement fact proposal

Answer 3

a. Request for proposals

Question 4

In most large organizations, who is typically responsible for buying decisions?

a. The CEO
b. The procurement manager
c. Several people
d. the vice-president

Answer 4

c. Several people