BADM 320 Exam 2 Review – Study Guide, Key Concepts & Practice Questions
What refers to the process of buying and selling goods or services to be used in the production
of other goods and services, for consumption by the buying organization, and/or for resale by
wholesalers and retailers?
a. Business to Consumer Marketing
b. Consumer to Consumer Marketing
c. Consumer to Business Marketing
d. Business to Business Marketing - correct answer ✔✔d. Business to Business Marketing
Which type of marketing sees suppliers locating near the customers?
a. Business to Consumer Marketing
b. Business to Business Marketing
c. Supplier to Business Marketing
d. Supplier to Customer Marketing - correct answer ✔✔b. Business to Business Marketing
Tiffany loves her deep dish anchovy and garlic pizza. She orders it every time from Papa John's
pizza without event thinking about other alternatives. This would be an example of what kind of
buying situation?
a. New Buy
b. Straight Rebuy
c. Modified Rebuy - correct answer ✔✔b. Straight Rebuy
In a Request for Proposal (RFP) a firm will describe how they want their potential suppliers to
communicate their proposals to the firm. This will allow for the firm to better compare different
proposals from various firms. This description would fit into which part of the RFP?
a. Process Schedule
b. Evaluation and Award Process
, c. Requirements for Proposal Preparation
d. Contractual Terms and Conditions - correct answer ✔✔c. Requirements for Proposal
Preparation
Benedict is an analyst who notices that his computer system is no longer adequate to do his job.
He tells his superiors and co-workers that a change in computer systems needs to happen. In
this sense, Vlad is what part of the buying center?
a. Buyer
b. Initiator
c. Decider
d. Gatekeeper - correct answer ✔✔b. Initiator
From where can companies determine the needs and/or wants of their customers?
a. Suppliers
b. Salespeople
c. Competitors
d. All of the above - correct answer ✔✔d. All of the above
Which part of a Request for Proposal is most important when dealing with subcontractors?
a. Background Information
b. Terms and Conditions
c. Scope of Work
d. Payments, Incentives, and Penalties - correct answer ✔✔c. Scope of Work
What is the correct order for the B2B Buying Process?
a. Need Recognition, Product Specification, RFP Process, Proposal Analysis & Supplier Selection,
Order Specification, Vendor/Performance Assessment Using Metrics
What refers to the process of buying and selling goods or services to be used in the production
of other goods and services, for consumption by the buying organization, and/or for resale by
wholesalers and retailers?
a. Business to Consumer Marketing
b. Consumer to Consumer Marketing
c. Consumer to Business Marketing
d. Business to Business Marketing - correct answer ✔✔d. Business to Business Marketing
Which type of marketing sees suppliers locating near the customers?
a. Business to Consumer Marketing
b. Business to Business Marketing
c. Supplier to Business Marketing
d. Supplier to Customer Marketing - correct answer ✔✔b. Business to Business Marketing
Tiffany loves her deep dish anchovy and garlic pizza. She orders it every time from Papa John's
pizza without event thinking about other alternatives. This would be an example of what kind of
buying situation?
a. New Buy
b. Straight Rebuy
c. Modified Rebuy - correct answer ✔✔b. Straight Rebuy
In a Request for Proposal (RFP) a firm will describe how they want their potential suppliers to
communicate their proposals to the firm. This will allow for the firm to better compare different
proposals from various firms. This description would fit into which part of the RFP?
a. Process Schedule
b. Evaluation and Award Process
, c. Requirements for Proposal Preparation
d. Contractual Terms and Conditions - correct answer ✔✔c. Requirements for Proposal
Preparation
Benedict is an analyst who notices that his computer system is no longer adequate to do his job.
He tells his superiors and co-workers that a change in computer systems needs to happen. In
this sense, Vlad is what part of the buying center?
a. Buyer
b. Initiator
c. Decider
d. Gatekeeper - correct answer ✔✔b. Initiator
From where can companies determine the needs and/or wants of their customers?
a. Suppliers
b. Salespeople
c. Competitors
d. All of the above - correct answer ✔✔d. All of the above
Which part of a Request for Proposal is most important when dealing with subcontractors?
a. Background Information
b. Terms and Conditions
c. Scope of Work
d. Payments, Incentives, and Penalties - correct answer ✔✔c. Scope of Work
What is the correct order for the B2B Buying Process?
a. Need Recognition, Product Specification, RFP Process, Proposal Analysis & Supplier Selection,
Order Specification, Vendor/Performance Assessment Using Metrics
