PART I (BOp) 1) Solutions selling A) is often akey business marketing strategy for __ B) relies and holding accounts B) refers to a business buying situation in which the coyer purchases a product or service for the first time C) refers to business buying vituation in which the buyer wants to modif product specifications, prices. terms, or suppliers D) is equivalent to cold calling E) refers to business buying situation in which the buyer routinely reorder something without any modifications 2) The decision-making unit of a purchasing organization is called its __ B) buying center C) customer support system D) quality center E) innovation center 3) A(n) __ controls the flow of information to others in the buying center. B) influencer C) buyer D) decider (E) gatekeeper 4) Eric Mason, an employee of Huntington Steelworks, is responsible for defining product specifications and providing relevant information for evaluating alternatives in his organization's buying center. Eric, whose opinions affect the buying decisions of his organization to a great extent, is most likely a(n) __ A) user B)influencer C) decider D) gatekeeper E) buyer 5) Paul, a purchasing agent for Kiel Inc., has the authority to prevents alespersons from seeing the authority makers in his organization Which of the following best describes Paul's position? A)influencer B) decider C) gatekeeper D) buyer 6) A technician in a hospita told the chief dentist, Dr Albrecht, that the hospital should purchase equipment that would sterilize the dentists' tools without water tends to affect the durability of the tools over time Dr. Albrecht of chemical sterilizers and gathered more on how they worked salespeople, Dr Albrecht In this instance, Dr Albrecht played the role of a(n) __ A) monitor ecider D) influencer C)agent E) gatekeeper 7) Which C) erpaninational ohjectives manerials E) proup dynamice 1) The major influmees on the buying process at General Reronantics Limitel include supply centitions and technological changes would both he categortined __ factors. A) organizational B) individual C) systemic D) interpersonal E) environmental 9) __ can strongly influence businest buyer reactions to the marketer's behavior and strategies, especially in the international marketing environment A) Political developments B) Culture and customs C) Technological changes D) Competitive developments E) The cost of money 10) SkyWalk Aeronautics Limited received order for 25 cargo air carriers from Zephyr Cargo Limited through its Web site in 2016. This is an example of __ -routine specification A) order B) supplier selection C) e-procurement D) proposal solicitation E) customer relations management 11) SkyWalk Aeronautics Limited received orders for 25 cargo air carriers from Zephyt Cargo through its Web site in 2016. This is an example of __ E) user A) order-routine specification B) supplier selection C) e-procurement D)procisal solicitation management 12) In __ companies put their purchar online and invite suppliers to bid for business. A) product specification B)supplier search B) reverse auctions D) procurement D) problem recognition