Question 61. A representative product taken from a lot or batch, evaluated, and purchased refers

61. A representative product taken from a lot or batch, evaluated, and purchased refers to
a) homogeneous selection.
b) description.
c) trust.
d) negotiated inspection.
e) sampling.
62. Which method of business buying is necessary when products are highly homogeneous and
examination of each item is not feasible?
a) Negotiation
b) Sampling
c) Description
d) Inspection
e) Homogeneous selection
63. St. Jude’s Hospital decides to redo its kitchen with new flooring, cabinets, counters, and
appliances. The hospital compiles a description of the project and then asks sellers to submit bids.
After determining the most attractive bids, the hospital will then work with two or three companies
to determine who will get the contract. This is an example of using ______ for a purchase decision.
a) sampling
b) negotiation
c) inspection
d) elimination
e) description
64. Which of the following products is most likely to be purchased on the basis of contract
negotiation?
a) Eggs
b) Office supplies
c) Used cars
d) A custom-made bulldozer
e) Wheat
65. Most business purchases can be classified as belonging to one of three types:
a) delinquent, repetitive, or delivered.
b) repetitive, new-task, or modified rebuy.
c) modified rebuy, new-task, or straight rebuy.
d) delinquent, new-task, or reciprocal.
e) rebuy, reciprocal, or delayed.
66. When a business routinely purchases the same product with similar terms of sale, the
purchase is called a
a) new-task.
b) repetitive purchase.
c) straight rebuy.
d) modified rebuy.
e) standard order.
67. When a business is making its initial purchase of an item to be used to perform a new job, it
is known as a _________ purchase.
a) straight rebuy
b) reciprocal
c) delayed
d) new-task
e) modified rebuy
68. Perry Supply’s sales and sales force have continued to expand. Now, the firm plans to add a
fleet of company cars as part of its sales compensation package. For Perry Supply, these vehicles
would represent a ____________ purchase.
a) modified rebuy
b) straight rebuy
c) new-task
d) reevaluated
e) repetitive
69. Anderson Distribution Company has purchased 15 forklifts over the past two years. As it
plans to place its next order for another five machines, management wonders if additional features
may be needed in order to handle changes in the product lines it carries. For Anderson, these new
forklifts represent a ___________ purchase.
a) new-task
b) repetitive
c) straight rebuy
d) repetitive order
e) modified rebuy
70. A representative from Coca-Cola stops by at a local fast-food restaurant once a month to
inquire how much soft drink syrup the store will need. The restaurant’s orders are an example of
which type of business purchase?
a) New-task
b) Modified rebuy
c) Straight rebuy
d) Bid
e) Negotiated
71. Safeway Supermarkets recently placed an order with the Kahn Corporation. Safeway has
ordered these same products before under the same terms of sale. What type of purchase does this
situation represent?
a) New-task
b) Repetitive
c) Institutional
d) Straight rebuy
e) Modified rebuy
72. When the requirements associated with a new-task purchase are changed the second or
third time, this is called a ___________ purchase.
a) modified rebuy
b) continued new-task
c) contractual
d) straight rebuy
e) negotiated rebuy
73. Demand for business products is also known as ______ demand.
a) derived
b) corporate
c) business buying
d) manufacturing
e) industrial
74. The fact that business customers purchase products to be used directly or indirectly in the
production of goods and services to satisfy customers’ needs means that demand for business
products is
a) joint.
b) economically stable.
c) derived.
d) inelastic.
e) more fluctuating.
75. Goodyear is a manufacturer and marketer of tires for new passenger cars. In recent years,
the company’s business has declined because of the overall decrease in consumer demand for new
cars. In this case, the demand for Goodyear’s tire products is said to be _______since it depends on
the demand for new cars.
a) inelastic
b) fluctuating
c) derived
d) elastic
e) nonderived
76. Demand for business products is characterized as derived. From what is the demand
derived?
a) Industrial demand
b) Modified demand
c) Demand for consumer products
d) Future product demand
e) The business cycle
77. All of the following describe the demand for business products except
a) elastic.
b) derived.
c) joint.
d) inelastic.
e) fluctuating.
78. _________ is(are) a major threat to the sales success of jointly demanded products.

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