16 May Question101. Business markets have several characteristics that contrast sharply with those of consumer markets. Name and briefly characterize five of those contrasts.
Question
101. Business markets have several characteristics that contrast sharply with those of consumer markets. Name and briefly characterize five of those contrasts.
102. Illustrate the differences between a straight rebuy, modified rebuy, and a new task purchase.
103. List and briefly describe the seven roles played by members of a buying center.
104. In defining target market segments, four types of business customers can often be identified with corresponding marketing implications. List and briefly describe each of these business customers.
105. Explain the concept of solution selling. Give one example of this approach.
106. The upgrading of purchasing means that business marketers must upgrade their sales personnel to match the higher caliber of the business buyers. List and briefly describe the three company purchasing orientations that buyers select from.
107. Peter Kraljic distinguished four product-related purchasing processes. List and briefly describe each of these four product groups.
108. List the stages (buyphases) of the industrial buying process.
109. List and briefly characterize five methods of assessing customer value.
110. Cannon and Perreault found that buyer-supplier relationships differed according to four factors: availability of alternatives; importance of supply; complexity of supply; and supply market dynamism. Based on these four factors, they classified buyer-supplier relationships into eight different categories. What are those categories?
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