Please answer the multipoint questions

1. B2B Communications creates value for customers. Which statement is not true?
   1. B2B communication creates value for customers.
   2. B2B communications serves to communicate that value that customers may receive from the vendor's products.
   3. B2B communications is dependent on having a Director of Sales in charge of growth.
   4. B2B communication contributes to selling a firm's products or services.
   5. None are true.

2. One-to-one communication can be best defined as,

1. Communication with a group of customers using B2B tools such as advertising and trade shows.
2. Occurs when a vendor communicates with individual customers through personal selling and direct marketing instruments.
3. Occurs when websites are used to communicate to customers.
4. All of the above.
5. None of the above.

3. One good example of a communication objective would be the following,

1. Confusion
2. Awareness
3. Logistics
4. Suitability

4. Communication planning is essential to succeeding in promoting products and services to B2B customers. The following is NOT a part of the Communication Planning strategy;

1. Measure results
2. Select appropriate media
3. Allocate necessary funds to the marketing budget
4. Formulate communication objectives

5. Advertising is expensive but is effective. Which objective is NOT an accurate objective of adverting?

1. Stimulate sales
2. Selection of channel partners
3. Create awareness
4. Create a positive attitude
5. None of the above

6. In Value-Creating Organizations, perceived customer value is the key driver to organizational design. The interactions between Customer Wants/Needs, Process Capabilities and Supporting Infrastructure are called:

1. Technology superiority.
2. Customer-defined service and vision
3. Best of breed
4. Moments of truth
5. None of the above

7. The following is true about Prices and Marketing;

1. Price should be based on value created customers and is a very important marketing instrument
2. Price is based on the average cost of heat and hydro
3. Price has no bearing on marketing and marketing plans
4. None of the above
5. All of the above

8. The following is NOT an examples of demand-oriented pricing approaches:

1. Yield Management
2. Penetration
3. Skimming
4. Discounting
5. None, they are all examples of demand-oriented pricing

9. In Cost-Based Pricing VC stands for:

1. Venture Capitalist
2. Variable Cost
3. Value Creation
4. Variable Calculation
5. None of the above

10. Long-term contracts with B2B firms may include guarantees for price setting by the vendor. Which of the following is a common clause of guaranteed pricing?

1. Geographical pricing clause
2. Target rate-of-return pricing clause
3. Most-favourable value proposition clause
4. Most-favourable-customer clause
5. All of the above

11. Negotiations are part of pricing tactics. There are three different negotiation styles: Competition, Collaboration, and Adaptation. The following is a key attribute of Collaboration:

1. "You win, I lose"
2. "What's the best way to address the needs of all parties?"
3. "Creating customer value is the only goal"
4. "I win, you lose"
5. "What's the best way to address the needs of the finance department?"

12. In Price Management, maximizing profits, market access, discourage certain customers, eliminate small competitors, and stimulated sales of another product are examples of ...

1. Price Promotion
2. Price Structure
3. Price Objectives
4. Price Strategy
5. All of the above