1. Which of the following statements is true of the B2Bmarket when compared to the consumer market?

Select one:

A. The frequency of purchases is greater in the B2Bmarket.

B. Personal selling is less important in the B2Bmarket.

C. The number of buyers is smaller in the B2B market.

D. Products sold tend to be less complex in the B2Bmarket.

2. The difference in marketing communications between the B2Band consumer market is the B2B market

Select one:

A. uses more intermediaries.

B. uses more standardized products.

C. focuses primarily on channel promotions.

D. relies more on personal selling and onlinecommunications.

3. Distribution channels in B2B marketing tend to be

Select one:

A. short and direct because of the need for a quickturnaround time from order to delivery.

B. long in design because of the large size of businessproducts.

C. very complex because of the complexity of products andservices.

D. short and direct because of the need for personalselling.

4. "An evaluation of a potential supplier on the basis oftechnological ability, consistency in meeting productspecifications, overall quality, on-time delivery, and the abilityto provide needed quantity" is a description of a

Select one:

A. vendor analysis

B. buyer-seller agreement

C. performance evaluation

D. purchasing proposal

5. The group of individuals representing key personnel frommany areas of a business operation that formally makes buyingdecisions is referred to as a

Select one:

A. gatekeeping process

B. buying committee.

C. buying centre.

D. decision-making unit.