1. Classroom Response System Content to accompany Anderson/Dubinsky/Mehta Personal Selling, 2nd ed. CHAPTER 10

2. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 2 Instructor Notes All content comes from ACE quizzes and the test bank. “Notes page ” view displays exact source of content.

3. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 3 Question 1 Organizations that buy goods and services for the production of other products and services that are sold, rented, or supplied to other organizations and final consumers are referred to as a(n) a)industrial market. b)reseller market. c)government market. d)nonprofit market.

4. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 4 Question 1 Organizations that buy goods and services for the production of other products and services that are sold, rented, or supplied to other organizations and final consumers are referred to as a(n) a)industrial market. *Correct Answer b)reseller market. c)government market. d)nonprofit market.

5. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 5 Question 2 Goods and services that are used in the production process of other products are called a)facilitating goods. b)entering goods. c)foundation goods. d)shopping goods.

6. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 6 Question 2 Goods and services that are used in the production process of other products are called a)facilitating goods. *Correct Answer b)entering goods. c)foundation goods. d)shopping goods.

7. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 7 Question 3 A type of buying decision where the buyer considers purchasing a product or service for the first time is referred to as a a)straight rebuy. b)modified rebuy. c)new task. d)new task rebuy.

8. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 8 Question 3 A type of buying decision where the buyer considers purchasing a product or service for the first time is referred to as a a)straight rebuy. b)modified rebuy. c)new task. *Correct Answer d)new task rebuy.

9. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 9 Question 4 Reseller categories include all of the following except a)industrial distributors. b)wholesalers. c)manufacturers. d)retailers.

10. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 10 Question 4 Reseller categories include all of the following except a)industrial distributors. b)wholesalers. c)manufacturers. *Correct Answer d)retailers.

11. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 11 Question 5 One special incentive that is often provided to resellers to get their business is where inventory is carried by the selling firm, which delivers goods to the buyer on short notice. This practice is referred to as a)an automatic reordering system. b)just-in-time purchasing. c)generous allowances. d)supplier sponsorship.

12. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 12 Question 5 One special incentive that is often provided to resellers to get their business is where inventory is carried by the selling firm, which delivers goods to the buyer on short notice. This practice is referred to as a)an automatic reordering system. b)just-in-time purchasing. *Correct Answer c)generous allowances. d)supplier sponsorship.

13. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 13 Question 6 Of the following, which one is not considered a negotiating style of organizational buyers? a)facilitators. b)hard bargainers. c)inconsiderates. d)persuaders.

14. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 14 Question 6 Of the following, which one is not considered a negotiating style of organizational buyers? a)facilitators. b)hard bargainers. c)inconsiderates. *Correct Answer d)persuaders.

15. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 15 Question 7 In foreign negotiations, being aware of local customers, traditions, customs, habits, and sensitivities a)is a matter of practicality to avoid misunderstandings, enhance mutual respect, and increase the chances for success in the negotiations. b)is simply a courteous way of doing business but will have minimal impact on selling success. c)is time consuming and therefore may not be worth the time invested. d)can quickly be determined after a brief interaction with a foreign buyer.

16. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 16 Question 7 In foreign negotiations, being aware of local customers, traditions, customs, habits, and sensitivities a)is a matter of practicality to avoid misunderstandings, enhance mutual respect, and increase the chances for success in the negotiations. *Correct Answer b)is simply a courteous way of doing business but will have minimal impact on selling success. c)is time consuming and therefore may not be worth the time invested. d)can quickly be determined after a brief interaction with a foreign buyer.

17. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 17 Question 8 Firms that buy goods and services for the production of other products and services that are sold, rented, or supplied to other organizations and final consumers are referred to as reseller markets. a)T b)F

18. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 18 Question 8 Firms that buy goods and services for the production of other products and services that are sold, rented, or supplied to other organizations and final consumers are referred to as reseller markets. a)T b)F *Correct Answer

19. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 19 Question 9 A routine, programmable decision where the buyer reorders something from a supplier on the approved list is referred to as a modified rebuy. a)T b)F

20. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 20 Question 9 A routine, programmable decision where the buyer reorders something from a supplier on the approved list is referred to as a modified rebuy. a)T b)F *Correct Answer

21. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 21 Question 10 The first step in the industrial buying process encompasses evaluating proposals and selecting suppliers. a)T b)F

22. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 10 | Slide 22 Question 10 The first step in the industrial buying process encompasses evaluating proposals and selecting suppliers. a)T b)F *Correct Answer