Question

103.

A computer company salesperson invites the IT managers of its top 10 customers (in terms of dollar sales) to view a demonstration of the firm's new product line, so the salesperson can obtain their opinions regarding various options and configurations that could be offered. These IT managers are most likely to be the __________ of their organizations' buying centers.

users

reciprocity arrangers

gatekeepers

buyers

influencers

105

is/are responsible for establishing the organization's mission and objectives.

Other organizations

Suppliers

Senior management

Shareholders

Customers

Top of Form

107.

The __________ for the American Red Cross is "to prevent and alleviate human suffering in the face of emergencies by mobilizing the power of volunteers and the generosity of donors."

mission statement

business definition

sustainability doctrine

core benefit proposition

customer value proposition

Bottom of Form

112.

Cassidy is part of the buying center for a large manufacturer. Her field of expertise is logistics and she is responsible for choosing transportation providers for the company. A sales representative for Yellow Roadway, a successful trucking firm, regularly buys Cassidy's secretary lunch. The representative does this because she views the secretary as __________ and wants to be sure that information about her company reaches Cassidy.

a decider

a power broker

an influencer

an obstructionist

a gatekeeper

8.

If an organization's 2015 sales for the entire United States were $50 million and its 2014 U.S. sales were $30 million, what is the annual percentage sales change?

67

40

125

100

133

17.

Discovering consumer needs leads to

sales and manufacturing department outcomes.

purchases by customers.

supplier and distributor outcomes.

concepts for new products.

stakeholder rewards.

25.

Considering the classification of consumer products, which of the following products will have the most limited distribution?

Sony HDTV

Marchesa wedding gown

BP gasoline

Secret antiperspirant

Fuji disposable camera

Answer 1

103 Question:

Ans: Influencers

They are influencers as because they will understanding about the product and get influenced by listening various features and technologies and spread over the information.

105.Question

Ans: Senior Management

Shareholders will not involve in day to day activities, they will delegate the powers to Board of directors and Other senior management for running of the business and Its Mission and Objective of the Business. Senior Management is responsible forming mission and objectives of the business and Relevant rules and regulations.

107 Question:

Ans:It is Mission Statement

Here what organisation want to be in the future as Non Profit organisation, It always defines the objective of the Enterprise.

112.Question:

Ans: Gatekeeper

Gatekeeper in a buying center, saves the all the information belonging to all department or other persons to share the information one to other .They perform an action to reach the information to others or required persons.

Gatekeeper is responsible for taking the same and follow the instructions as said

8 Question:

Ans: The annual percentage sales change is

Current year sales-Previous year sales/Previous year sales, As it represent expected future year sales i.e Yearly Increase in sales

20/30=66.67% I.e 67%

17.Question:

Ans:

Concepts of New product

It Means designing a new product with features specified or needed by the Consumers leads to emergence of variety of new products

25.Question

Ans:

Marchesa wedding gown

As They Have limited Distribution as they have special designed product and scope is limited and all others are Have no limitation for distribution.