1.Business marketing is the process of

a. identifying, matching, and closing the needs of customers

b. defining, developing, and delivering a good price to customers

c. understanding, creating, and delivering values to business customers

d. establishing, developing, and maintaining a good relationship with customers

e. all of the above

2.Which of the following is UNLIKELY to be the foundations of exchange in business markets?

a. sharing risks

b. sharing resources

c. sharing intelligences

d. sharing profits

e. sharing responsibilities

3.The size and composition of buying center vary depending upon

a. the size of the organization

b. the influence of the customer

c. the presence of the professional buying agent

d. the importance of the purchase decision to be made

e. the demographic characteristics of the target market

4.Which is NOT a characteristic of business market?

a. reciprocity

b. price sensitive

c. derived demand

d. relationship-based

e. multiple buying influence

5.Which is NOT the driving force behind organizational buying behavior?

a. group force

b. individual force

c. cooperative force

d. organizational force

e. environmental force