Question 1
B2B marketing is the process of matching and combining your company's capabilities with the needs of ....
![]()
An organization![]()
The end-user![]()
A buying center
Question 2
B2B market structure is more.... than B2C market ?
![]()
Dispersed with many buyers![]()
Concentrated with fewer buyers
Question 3
B2B products/services can be ... than B2C products ?
![]()
More technically complex![]()
Less customized to user preferences![]()
More standardized
Question 4
Demand in business market is ... .
![]()
Determined.![]()
Derived.![]()
Distant.![]()
Elastic.
Question 5
Upstream sub-contractor are .... by the end-user demand.
![]()
Less impacted![]()
More impacted
Question 6
Which elements tend to ease buyer-seller relationships ?
![]()
Short-term relationships![]()
Interpersonal skills![]()
Limited information exchanged
Question 7
Decision process steps start with
![]()
Problem recognition ?![]()
General need description ?![]()
Product specification ?
Question 8
B2B branding starts with
![]()
Targeting ?![]()
Segmentation ?![]()
Positionning ?
Question 9
Does a professionally trained buyer behave always rationally ?
![]()
Yes, functional involvement and task motives predominate.![]()
No, professionalism is predominant but emotions are not to be negleted.
Question 10
CRM stands for
![]()
Consumer Research Management![]()
Customer Relationship Management
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