1.Caterpillar Inc. suffered a significant drop in profits following a 2014-2015 downturn in the oil drilling industry. The firm is a leading supplier of heavy equipment and engines utilized in this sector. Caterpillar's experience best illustrates:

A.The importance of economic, tangible benefits

B.The integrated nature of B2B demand

C.The derived nature of B2B demand

D.The importance of a value proposition

2.A maker of preservatives for commercial bakery goods hopes to break into the cereal manufacturing market. As the firm pursues first-time orders in this market, its salespeople should focus on which of the following types of buyer benefits?

A.Economic, tangible

B.Economic, intangible

C.Noneconomic, tangible

D.Noneconomic, intangible

3. Of the four types of benefits that make up the benefit typology, which has the LEAST potential to attract new customers to an untried vendor?

A.Economic, tangible benefits

B.Economic, intangible benefits

C.Noneconomic, tangible benefits

D.Noneconomic, intangible benefits

4.There are four categories of customer benefits in B2B (business-to-business) markets. Which of the following categorieswould include the benefits of vendor reputation, scale of operation, or specialized capabilities?

A.Noneconomic, intangible benefits

B.Noneconomic, tangible benefits

C.Economic, intangible benefits

D.Economic, tangible benefits

5.In B2B (business-to-business) marketing, value propositions may be classified based on how they combine and communicate various customer benefits. According to leading experts, which of the following types of value proposition is generally considered most effective?

A.Favorable points of difference

B.All benefits

C.Non-resonating focus

D.Resonating focus