Professional Documents
Culture Documents
B2B Marketing All Merged PDF
B2B Marketing All Merged PDF
B2B marketing is fundamentally different from consumer goods or services marketing because:
The development and maintenance of which of these options, between buying and selling
organizations is pivotal to success?
Products
Relationships
Services
System
Elastic demand
Inelastic demand
Realistic demand
Unrealistic demand
Governmental customer
Commercial customer
Institutional customer
Cooperative Society
Governmental customer
Commercial customer
Institutional customer
Cooperative Society
There is no difference
The term consumer refers only to people who buy food and drink products
Customers buy products but it is consumers who use them
Customers make organisational rather than personal purchases
Which of the following is not a type of buy class?
New task.
Straight rebuy.
Switch buy
Modified rebuy
When making a buying decision about a product the organization has purchased before, if an
organization decides that it needs to change the specification of the product, further negotiate on
price levels with the supplier, or perhaps make an arrangement for alternative delivery patterns; this
is an example of which type of buying decision?
Straight rebuy
Switch buy
Modified rebuy
New task
Examples of business market items that would usually be purchased as a straight re-buy are:
Initiators
Users
Contractors
Gatekeepers
Trade associations
Live TV advertisements
Market research reports
Census reports
Social Media
Mobile computing
Cloud computing
Library books
Market knowledge
Problem solving
Predictions
Purchase of machinery
Which one of the options given here describes "positioning" of a product in marketing?
Which one of the options given here describes the situation when a firm would undertake re-
positioning of a product?
Which one of these options does not describe a positioning approach in marketing?
Which one of these establishes the distinct arena in which the business marketer competes?
Target market
Product market
Market segment
Competitive analysis
The quality standards set out by the Geneva-based International Standards Organization are referred
to as:
ISO 9000
Six Sigma
The Big Q
ISI Mark
Among technology adopters, these customers make the bulk of technology purchases in
organizations and seek products from a market leader with a proven track record of providing useful
productivity improvements. This describes:
Technology enthusiasts
Visionaries
Sceptics
Pragmatists
Among technology adopters, these customers serve as a gatekeeper to the rest of the technology
life cycle and their endorsement is needed for an innovation to get a fair hearing in the organization.
However, they do not have access to the resources needed to move an organization toward a large-
scale commitment to the new technology. This describes:
Technology enthusiasts
Visionaries
Sceptics
Pragmatists.
Standalone assignment
Continuous Assessment-1
Submissions
Here are your latest answers:
Question 1
Entities like plant and machinery are not purchased from any itermediary like a distributor or retailer but are directly sourced from the original manufacturer. They are used
for the production of goods and could be placed under the classification group of:
Response: Installation
Question 2
Problem recognition in buying could occur both through internal as well as external sources. Which amongst the following could not be included in external source?
Question 3
If the demand for a final product goes up by say 10% then the demand for the inputs which go in the manufacturing of that final product might increase by much more
percentage points. This concept is popularly understood as:
Question 4
There are various bases of segmentation in B2B. The segmentation based on location, company size, industry is known as:
Response: Firmographic
Question 5
After the specification is finalized the proposal is finally evaluated. Which of the following does not figure as a factor?
Response: R&D
Question 6
A shoe manufacturer buys adhesives for securing the sole of the shoe in place. If the price of the adhesive increases that will not demotivate the shoe manufacturer to buy
lesser of it as he cannot let the installation capacity go idle. This feature of B2B buyer is the reason for:
Question 7
When negotiating with bigger companies the suppliers should always be careful to have ample margin on the list price which should be kept for later part of negotiations.
This is needed because:
Response: Behavioral
Question 9
In initial days of digitalization there was a accumalation of substandard researches because:
Correct answer: Many unscrupulous researchers were copying the work of others
Question 10
Some inputs are utilized in the manufacturing processes and are absorbed to an extent that their original form gets dissipated. They could be minerals, agricutlural produce,
etc. and could be termed as:
Response: Dissipants
Question 11
Finalization of specification is a very important function of the buying center in a B2B system. Which amongst the following does not figure as a basis of specification
finalization?
Question 12
It is imperative that the senior executives of a company ought to be serious towards the viewpoints of researchers. Usually senior executives are found to be more serious
towards external research findings because:
Response: The external team could be very blunt about their findings
Correct answer: They feel that they are too much aware of in house research perspectives.
Question 13
Research tools have become more and more advanced and expensive. External researches have access to better and state of the art research tools as compared to in house
research teams because:
Response: Considering the magnitude of their research projects spanning across companies they can justify their investments more.
Correct answer: Considering the magnitude of their research projects spanning across companies they can justify their investments more.
Question 14
Usually there are several parameters on which the supplier is selected. Which of the following does not count as one?
Question 15
Segmentation can also be done on the basis of whether the B2B is more quality or price oriented based on the preferences of its own final consumer. This segmentation
could be termed as based on:
Question 16
B2B market segmentation is an important strategic move which is a precursor to all marketing activities. Division is done into categories of:
Response: Organizations
Response: It helps the B2B researcher by being most accurate by studing whole population
Correct answer: It helps the B2B researcher to make inferences about the whole population
Question 18
The level of specification finalization gives rise to different scenarios as far as purchase proposals are concerned. If the specifications are clear and vivid then the buyer
would generally ask for:
Question 19
One of the greatest challenges in segmentation of B2B markets is that segmentation does'nt become feasible as many times a buyer becomes a segment in itself. This
happens because of:
Question 20
Research agencies play very important role in overall company research activities. They help in:
Question 21
External researchers are better able to get honest feedback from respondents for the simple reason:
Response: Loyalty shifters feel hesitant to disclose uncomfortable feedback to in house researchers of the company.
Correct answer: Loyalty shifters feel hesitant to disclose uncomfortable feedback to in house researchers of the company.
Question 22
In the case of buying situations of modified rebuy or new task rebuy a base for segmentation could be:
Question 23
It is usually said that in B2B buying a very structured mechanism for buying exists which one does not witness in a B2C sales. This structured mechanism actually portrays
the presence of:
Response: Formal policies, procedures, and levels through which process needs to pass
Correct answer: Formal policies, procedures, and levels through which process needs to pass
Question 24
Problem recognition in buying is when company realizes the need to buy. Which of the following could not be as a part of it?
Question 25
Office equipments are usually sourced from intermediaries as they are low involvement products for which much technical knowhow is not needed. They come under the
sub head of:
Response: Equipments
Question 27
Data cleaning is an important prerequisite before embarking on the analysis of any data. Secondary data has advantages on this aspect because:
Response: Secondary data has already been cleaned and researcher can directly embark on the analysis part once data is pulled.
Correct answer: Secondary data has already been cleaned and researcher can directly embark on the analysis part once data is pulled.
Question 28
With the help of digital research tools and technologies it is now very easy to:
Question 29
The different purchasing approaches of a company decide on how buying would be oriented and calls for a separate segment which could be termed as:
Question 30
Inputs like Internal hard disc, RAM, processor, etc. are important constituents of a computer. They become part of the overall system and help make the system a unified
whole. Their combination makes a final product. They are popularly known as:
Response: Components
Standalone assignment
Continuous Assignment - 2
Submissions
Here are your latest answers:
Question 1
When the product is technical and highly complex then it is advisable to entrust it to the:
Question 2
Taking the example of a logistic company the core product could be:
Question 3
A company can be less concerned about the customer backlash as it increases the prices of its products and services when:
Question 4
Account based marketing system is much in vogue in the B2B market. The reason it is done:
Response: It ensures that specific clients are handled separately with proper customization
Correct answer: It ensures that specific clients are handled separately with proper customization
Question 5
When the process of idea generation is based on the latent needs of the customers we term that kind of idea generation as:
Question 6
Contrary to the common sense and the standard industrial channel procedure sometimes even when the product is simple and non-technical the companies have to rope in
the personal selling team because:
Question 7
Consistency in pricing could also be one of the many pricing considerations. It provides the buyers with the benefit of:
Question 8
Which one of the following is not a feature of the Question Mark in the BCG model of portfolio analysis?
Question 9
By an augmented product we mean that level of the product which:
Question 10
In the maturity phase of the product life cycle the companies try all the tricks in their sleeves to retain the existing customers. Which one of the following is not one of the
ways?
Question 11
In the product life cycle when the product is in the growth stage the main thrust is on which activity:
Response: Distribution
Question 12
Customer life time value is about calculating the overall value which could be derived from the sales over the years to an individual customer. Which of the following is not
an objective of customer life time value?
Question 13
Idea generation is the initial step for new product development. Which amongst the following is not one of the means of idea generation?
Question 14
The seller who prices much lower than its competitors in the industry puts across a differentiation on this front only and establishes himself as:
Question 15
There are many layers involved when we are talking about the total product. Which of the following is not one amongst them?
Question 16
Data has to be painstakingly collected for the formation of the perceptual map. Which is not a common form of collecting data for this purpose?
Response: Competitor
Question 17
Although the exercise of positioning is about influencing the perceptions of the customers still it should be based on hard facts otherwise:
Question 18
Company might be justified at times in depending on the intermediaries for its distribution rather than employing personal selling teams. Which is not one of the reasons for
it?
Question 19
Which one of the following should be in sync with the positioning statement a company has issued as a part of its positioning?
Question 20
When a seller wants to capture the market share very quickly and forgoes the short term profits then he is said to be following a pricing strategy called:
Question 21
Which is not an aspect to be kept in mind when channel is being designed for high potential customers who are the main revenue providers of the company?
Question 22
Sometimes the company goes for very simplistic channel even there might be real requirment for a heavier channel due to the reason:
Question 23
There could be many types of perceptual maps. Which of the following is not a type:
Response: Webgram
Question 24
There are certain very common parameters on which the B2B targeting is based on. Which one of the following is not one amongst them?
Response: Competitor
Question 25
Generally B2B vendors come up with different levels of pricing. The reason for crafting different levels of pricing is:
Question 26
When the product is technical and highly complex then it is advisable to entrust it to the:
Question 27
The first and foremost thing to be kept in mind when the channel is being designed for some product or service offering is:
Question 28
Consistent pricing becomes all the pertinent in situations where we witness:
Question 29
In the perceptual maps there are the horizontal and vertical axis. Usually the axes denote the:
Question 30
Perceptual mapping is very popular exercise in the context of competitor mapping. It entails:
Standalone assignment
Continuous Assessment - 3
Submissions
Here are your latest answers:
Question 1
In the case of B2B communications which of the following is not being expected by the customers?
Question 2
B2B generally makes use of personal selling teams for communicating about products and services to the prospects because the products are:
Response: Complex
Question 3
In the sales cycle which of the stages usually portrays the negotiation on prices and other terms and conditions?
Question 4
As far as the communication media for B2C is concerned, which amongst the following cannot be counted as a usual avenue for it?
Question 5
Limited offers are a nice and popular mechanism for creating the urgency in prospects to buy immediately. Which amongst the following is not an example of limited time
offer?
Question 6
Sometimes the customers are dispersed and this has to be factored in at the time of selecting the channel type. Usually under such circumstances the channel should be kept:
Response: Longer
Question 7
Out of the many stages of sales cycle objection handling is also an important one. When the prospect starts putting a lot of objections to the proposal then it signifies that.
Correct answer: Prospect is interested and wants some clarification before deciding
Question 8
A sales person is a very important interface between the company and the customers. The first and foremost requirement from the salesperson is:
Question 9
Trade fairs are very popular promotion mechanism for B2B. They are primarily used in order to:
Question 10
It is a very common marketing strategy to sell complementary products together at attractive prices. This kind of strategy is called:
Question 11
Which amongst the following is not a type of industrial distribution?
Response: Economical
Question 12
B2B is more about customization. Which is a flaw of usual advertising which comes in the way of it being an effective medium of communication for B2B?
Question 13
B2B marketing is more about customization and adaption. The role of a sales person becomes all the more important when the product is:
Response: Customized
Question 14
Trade fairs usually become a venue for the confluence for various stakeholders who interact and network with each other. Which of the following is not one amongst those?
Question 15
In B2C communications social influence is a very important component. This is based on the fact that B2C buying is more about:
Question 16
A very nice way to get fresh customers is to get recommeded by existing satisfied customers who are ready to recommend the company to their acquaintences. This kind of
marketing is called:
Question 17
Key account management is now days gaining in popularity and most of the companies are utilizing it. Key account management means:
Question 18
Free samples are equally in vogue both in B2C and B2B. The good thing about the samples is that:
Question 19
Sales cycle goes through various stages which are all important in their respective places. Usually the first stage in the sales cycle is:
Question 20
When we are referring to the expectations of the B2C customers as far as the communications are concerned, which of the following is not expected?
Response: Lengthy
Question 21
The leads that are generated in the Trade fair are considered of high quality and could be termed as qualified leads. What could be the reason for this?
Question 22
Order processing systems should be highly standardized to be more efficient and effective. The factors of standardization could be in the manner the orders are:
Response: Placed
Question 23
When the terms and conditions amongst the channel partners is being finalised it becomes highly impertative that the final terms for each party are a:
Question 24
Due to the fact that the B2B communications aim at long term relationships they have some specific corresponding features. Which amongst the following is not one of
them?
Response: Sporadic
Question 25
When distributors are supplying products to the manufacturers who might be in need of raw materials, components, and machines for their own manufacturing processes
then they could be said to be:
Question 26
Which lead to utilize and which to reject is a very tricky decision. Which one of the following is not utilized while selecting a lead for B2B marketing?
Question 28
Which amongst the following mentioned channels is the one which entails more initiall cost but might be more profitable later on?
Question 29
The distributors who are dealing with the whole range of a product category together with all the available variants then they are called:
Question 30
B2C communication have certain special characteristics which differentiate it from B2B communication. Which amongst the following is not a feature of B2C
communication:
Response: Technical
Question 1
What is an example of a business marketing strategy?
Score: 0 out of 1 No
Question 2
What is an example of a business product?
Response: A computer
Question 3
What is an example of a business marketing tactic?
Question 4
How are business products classified?
Score: 0 out of 1 No
Question 5
What is the primary focus of relationship marketing in the business market?
Score: 0 out of 1 No
Question 6
What is an example of a classification of business products based on the stage of the product life cycle?
Score: 0 out of 1 No
Question 7
How can business marketing strategies and tactics be evaluated?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888223 1/3
7/8/23, 10:35 AM Submissions - 4.2 B2B Marketing - 01 Unit :Practice Multiple Choice Questions (MCQs) -
Correct answer: All of the above Answer
Score: 0 out of 1 No
Question 8
What is a factor that can impact the market structure of a business market?
Score: 0 out of 1 No
Question 9
Which of the following is NOT a factor in the environment of business marketing?
Score: 0 out of 1 No
Question 10
What is an example of a classification of business markets based on the degree of complexity?
Score: 0 out of 1 No
Question 11
What is an example of a business market customer?
Score: 0 out of 1 No
Question 12
What is the difference between B2B (business-to-business) and B2C (business-to- consumer) marketing?
Response: B2B marketing involves complex products and services, while B2C marketing involves simple products and services
Correct answer: B2B marketing targets businesses, while B2C marketing targets individual consumers
Score: 0 out of 1 No
Question 13
What is a characteristic of business markets?
Score: 0 out of 1 No
Question 14
What is the main goal of marketing research in the business market?
Question 15
What is an example of a classification of business markets based on the size of the business?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888223 2/3
7/8/23, 10:35 AM Submissions - 4.2 B2B Marketing - 01 Unit :Practice Multiple Choice Questions (MCQs) -
Response: Medium-sized business
Score: 0 out of 1 No
Question 16
What is B2B marketing?
Score: 0 out of 1 No
Question 17
Which of the following is NOT a characteristic of business marketing?
Question 18
What is an example of a market structure in the business market?
Response: Oligopoly
Question 19
What is an example of a classification of business products based on the type of product or service?
Question 20
What is the main goal of ethical and social responsibility in business marketing?
Correct answer: To consider the impact of marketing efforts on stakeholders and the broader community
Score: 0 out of 1 No
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888223 3/3
7/8/23, 10:41 AM Submissions - 4.2 B2B Marketing - 02 Unit :Practice Multiple Choice Questions (MCQs) -
Home
Question 1
Which of the following is NOT a benefit of segmenting purchase categories?
Question 2
Which of the following is NOT a risk associated with organizational purchasing?
Question 3
Which of the following is NOT a characteristic of government agencies?
Question 4
What is the main goal of negotiating with suppliers?
Score: 0 out of 1 No
Question 5
Which of the following is NOT a characteristic of commercial enterprises?
Score: 0 out of 1 No
Question 6
Which of the following is NOT a benefit of segmenting purchase categories?
Score: 0 out of 1 No
Question 7
Which of the following is NOT a responsibility of procurement professionals?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888224 1/3
7/8/23, 10:41 AM Submissions - 4.2 B2B Marketing - 02 Unit :Practice Multiple Choice Questions (MCQs) -
Correct answer: Setting marketing strategies
Score: 0 out of 1 No
Question 8
What is the main factor that determines the purchasing orientation of an organization?
Score: 0 out of 1 No
Question 9
Which of the following is NOT a factor that can influence purchasing decisions for organizational customers?
Score: 0 out of 1 No
Question 10
Which of the following is NOT a common risk associated with organizational purchasing?
Score: 0 out of 1 No
Question 11
What is the role of procurement in the purchasing process?
Score: 0 out of 1 No
Question 12
Which of the following is NOT a characteristic of commercial enterprises?
Score: 0 out of 1 No
Question 13
Which of the following is NOT a characteristic of nonprofit organizations?
Response: May be motivated by cost, social impact, and the ability to meet their mission or goals
Score: 0 out of 1 No
Question 14
Which of the following is NOT a type of organizational customer?
Question 15
What is the main purpose of segmenting purchase categories?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888224 2/3
7/8/23, 10:41 AM Submissions - 4.2 B2B Marketing - 02 Unit :Practice Multiple Choice Questions (MCQs) -
Response: To increase sales revenue
Score: 0 out of 1 No
Question 16
Which of the following is NOT a common strategy for negotiating with suppliers?
Score: 0 out of 1 No
Question 17
Which of the following is NOT a characteristic of government agencies?
Response: Purchase goods and services to support the needs of their constituents
Score: 0 out of 1 No
Question 18
Which of the following is NOT a stage of the purchasing process?
Score: 0 out of 1 No
Question 19
What is the main factor that determines the purchasing orientation of an organization?
Score: 0 out of 1 No
Question 20
Which of the following is NOT a factor that can affect purchasing decisions for organizational customers?
Score: 0 out of 1 No
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888224 3/3
7/8/23, 10:44 AM Submissions - 4.2 B2B Marketing - 03 Unit :Practice Multiple Choice Questions (MCQs) -
Home
Question 1
What is involved in preparing and submitting competitive bids in B2B markets?
Response: Analyzing the competition and setting prices based on their offerings
Correct answer: Developing a comprehensive proposal or offer that meets the requirements outlined in the RFP or ITT and demonstrates the value of the solution to the
business customer
Score: 0 out of 1 No
Question 2
How can businesses effectively manage their marketing communications for business markets?
Correct answer: By developing a long-term strategy that aligns with the business's overall goals and objectives and incorporates various marketing channels and tactics
Score: 0 out of 1 No
Question 3
How can packaging and bundling impact pricing strategies for a product or service in B2B markets?
Response: Packaging and bundling can be used to offer discounts or promotions to customers
Score: 0 out of 1 No
Question 4
How do businesses respond to an ITT?
Correct answer: By submitting a proposal or bid outlining the business's capabilities, experience, and proposed solution
Score: 0 out of 1 No
Question 5
The main objective to branding is which of the following?
Score: 0 out of 1 No
Question 6
What is the goal of managing marketing communications for business markets?
Correct answer: To effectively reach and engage business customers through various marketing channels
Score: 0 out of 1 No
Question 7
What is an invitation to tender (ITT)?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888225 1/3
7/8/23, 10:44 AM Submissions - 4.2 B2B Marketing - 03 Unit :Practice Multiple Choice Questions (MCQs) -
Response: A document issued by a business customer to potential suppliers inviting them to submit a proposal or bid for a specific product or service
Correct answer: A document issued by a business customer to potential suppliers inviting them to submit a proposal or bid for a specific product or service
Question 8
One aim of e-procurement is to increase savings by bulk buying of items:
Score: 0 out of 1 No
Question 9
What is competitive bidding in B2B markets?
Response: Submitting a proposal or offer to a potential business customer in response to a request for proposal (RFP) or invitation to tender (ITT)
Correct answer: Submitting a proposal or offer to a potential business customer in response to a request for proposal (RFP) or invitation to tender (ITT)
Question 10
Which type of retailers involve in comparatively low prices as a major selling point combined with the reduced costs of doing business?
Score: 0 out of 1 No
Question 11
What is the main definition of a ‘straight rebuy’?
Correct answer: a situation in which a previous order is simply repeated in its entirety
Score: 0 out of 1 No
Question 12
What is the pricing process in B2B markets?
Correct answer: A series of steps that businesses go through to determine the prices at which they will sell their products and services
Score: 0 out of 1 No
Question 13
What is the role of differentiation in pricing strategies for marketing solutions in B2B markets?
Response: Differentiation is used to differentiate the solution from competitors and potentially justify higher prices
Correct answer: Differentiation is used to differentiate the solution from competitors and potentially justify higher prices
Question 14
What is the role of customer segmentation in marketing communications for business markets?
Response: Customer segmentation is used to target the most price-sensitive business customers.
Correct answer: Customer segmentation helps businesses understand the different needs and preferences of different groups of business customers and tailor their
marketing communications accordingly
Score: 0 out of 1 No
Question 15
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888225 2/3
7/8/23, 10:44 AM Submissions - 4.2 B2B Marketing - 03 Unit :Practice Multiple Choice Questions (MCQs) -
What is the goal of delivering effective customer solutions in B2B markets?
Correct answer: To identify and analyze customer problems and needs and develop solutions that are tailored to their specific needs and preferences
Score: 0 out of 1 No
Question 16
How can businesses effectively manage their marketing communications for business markets?
Response: By developing a long-term strategy that aligns with the business's overall goals and objectives and incorporates various marketing channels and tactics
Correct answer: By developing a long-term strategy that aligns with the business's overall goals and objectives and incorporates various marketing channels and tactics
Question 17
What is the goal of negotiating and closing deals in B2B markets?
Response: To identify and analyze customer problems and needs and develop solutions that are tailored to their specific needs and preferences
Correct answer: To reach agreement on the terms and conditions of a contract or project with a business customer
Score: 0 out of 1 No
Question 18
In business buying process, group who manage and control flow of information is classifies as.
Response: Influencer
Score: 0 out of 1 No
Question 19
What is the process of preparing and submitting competitive bids in B2B markets?
Response: Reviewing the customer's request for proposal or invitation to tender and preparing a response that outlines the business's capabilities, experience, and proposed
solution
Correct answer: Reviewing the customer's request for proposal or invitation to tender and preparing a response that outlines the business's capabilities, experience, and
proposed solution
Question 20
Which of the following is NOT a way to address a negative customer experience?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888225 3/3
7/8/23, 10:57 AM Submissions - 4.2 B2B Marketing - 04 Unit : Practice Multiple Choice Questions (MCQs) -
Home
Question 1
What is the main objective of a B2B strategy?
Question 2
How does a responsible strategy align with the overall B2B strategy?
Correct answer: It helps a business to minimize negative impacts and maximize positive impacts on society and the environment.
Score: 0 out of 1 No
Question 3
What is the goal of CSR and sustainability in a B2B strategy?
Response: To show that a company is taking steps to be environmentally and socially responsible and is committed to creating sustainable business practices.
Correct answer: To show that a company is taking steps to be environmentally and socially responsible and is committed to creating sustainable business practices.
Question 4
What is sustainability in business terms?
Score: 0 out of 1 No
Question 5
What is a key aspect of the B2B approach?
Question 6
What is the purpose of Standard Industrial Classification (SIC)?
Score: 0 out of 1 No
Question 7
What is the role of CSR in a B2B strategy?
Response: It helps a business to minimize negative impacts and maximize positive impacts on society and the environment.
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888226 1/3
7/8/23, 10:57 AM Submissions - 4.2 B2B Marketing - 04 Unit : Practice Multiple Choice Questions (MCQs) -
Correct answer: It helps a business to minimize negative impacts and maximize positive impacts on society and the environment.
Question 8
What is the primary goal of a B2B process?
Score: 0 out of 1 No
Question 9
What is the main goal of CSR in a B2B strategy?
Score: 0 out of 1 No
Question 10
Why is researching B2B markets important?
Correct answer: To make more informed decisions about how to reach and serve target customers
Score: 0 out of 1 No
Question 11
Why is sustainability important in a B2B strategy?
Score: 0 out of 1 No
Question 12
What is the first step in researching B2B markets?
Question 13
What is the main goal of a responsible B2B strategy?
Score: 0 out of 1 No
Question 14
What is an important aspect of a B2B approach?
Score: 0 out of 1 No
Question 15
What is the primary focus of a B2B process?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888226 2/3
7/8/23, 10:57 AM Submissions - 4.2 B2B Marketing - 04 Unit : Practice Multiple Choice Questions (MCQs) -
Response: Creating a go-to-market plan
Score: 0 out of 1 No
Question 16
What does SIC code stand for ?
Score: 0 out of 1 No
Question 17
What is the main goal of a customer value and strategy?
Score: 0 out of 1 No
Question 18
What is the difference between CSR and sustainability in a B2B strategy?
Correct answer: CSR is focused on the social impact while sustainability is focused on the environmental impact.
Score: 0 out of 1 No
Question 19
How is the Standard Industrial Classification (SIC) system used?
Score: 0 out of 1 No
Question 20
Why is customer value important in a B2B strategy?
Score: 0 out of 1 No
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888226 3/3
7/8/23, 10:59 AM Submissions - 4.2 B2B Marketing - 05 Unit :Practice Multiple Choice Questions (MCQs) -
Home
Question 1
What is the purpose of a perceptual map?
Question 2
What is the advantage of niche marketing?
Response: Niche marketing allows a company to differentiate its products from its competitors.
Correct answer: Niche marketing allows a company to differentiate its products from its competitors.
Question 3
What is the purpose of target segment selection in marketing?
Response: To graphically represent how customers perceive different brands in the market
Correct answer: To identify and select a specific group of customers to target with marketing efforts
Score: 0 out of 1 No
Question 4
What is the goal of positioning in marketing?
Response: To graphically represent how customers perceive different brands in the market
Correct answer: To create a unique and differentiated image for a brand in the mind of the target audience
Score: 0 out of 1 No
Question 5
What is the purpose of developing a targeted marketing campaign?
Response: To create a unique and differentiated image for a brand in the mind of the target audience
Score: 0 out of 1 No
Question 6
What is the process of determining the best positioning for a product or brand called?
Question 7
Which of the following is NOT a type of positioning error?
Response: Over-positioning
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888227 1/3
7/8/23, 10:59 AM Submissions - 4.2 B2B Marketing - 05 Unit :Practice Multiple Choice Questions (MCQs) -
Correct answer: Appropriate-positioning
Score: 0 out of 1 No
Question 8
Which of the following is NOT a targeting strategy?
Question 9
What is the difference between mass marketing and undifferentiated marketing?
Response: Mass marketing offers a generic product, while undifferentiated marketing offers a unique product.
Score: 0 out of 1 No
Question 10
What is a perceptual map used for in marketing?
Response: To graphically represent how customers perceive different brands in the market
Correct answer: To graphically represent how customers perceive different brands in the market
Question 11
What is an example of under-positioning?
Response: A company positions its product as average quality, but it is actually the highest quality in the market.
Score: 0 out of 1 No
Question 12
What is the difference between mass marketing and niche marketing?
Response: Mass marketing offers a generic product, while niche marketing offers a unique product.
Correct answer: Mass marketing targets a large market, while niche marketing targets a small market.
Score: 0 out of 1 No
Question 13
What is the main difference between demographic targeting and psychographic targeting?
Response: Psychographic targeting focuses on customers’ values, interests, and lifestyle, while demographic targeting focuses on customers’ demographic characteristics.
Correct answer: Psychographic targeting focuses on customers’ values, interests, and lifestyle, while demographic targeting focuses on customers’ demographic
characteristics.
Question 14
What is the purpose of target segment selection?
Response: To identify different groups of consumers with distinct needs and characteristics
Correct answer: To determine which groups of consumers to target with marketing efforts
Score: 0 out of 1 No
Question 15
What is the first step in the positioning process?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888227 2/3
7/8/23, 10:59 AM Submissions - 4.2 B2B Marketing - 05 Unit :Practice Multiple Choice Questions (MCQs) -
Response: Creating a brand image and messaging strategy
Score: 0 out of 1 No
Question 16
What is an example of a targeting strategy that focuses on customers’ values, interests, and lifestyle?
Score: 0 out of 1 No
Question 17
What is the first step in the targeting process?
Score: 0 out of 1 No
Question 18
Which targeting strategy focuses on customers’ demographic characteristics?
Question 19
What is an example of a positioning error in marketing?
Score: 0 out of 1 No
Question 20
What is an example of over-positioning?
Response: A company positions its product as the lowest price, but it is not the cheapest in the market.
Score: 0 out of 1 No
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888227 3/3
7/8/23, 11:01 AM Submissions - 4.2 B2B Marketing - 06 Unit :Practice Multiple Choice Questions (MCQs) -
Home
Question 1
What is the first stage in the new product development process?
Response: Commercialization
Score: 0 out of 1 No
Question 2
What is an important consideration when evaluating the success of a product in the marketplace during market testing?
Response: Competition
Score: 0 out of 1 No
Question 3
What is a benefit of product innovation for a company?
Score: 0 out of 1 No
Question 4
What is the concept of product quality?
Correct answer: The overall value of a product in terms of its features, reliability, and performance
Score: 0 out of 1 No
Question 5
What is the purpose of market testing in the new product development process?
Score: 0 out of 1 No
Question 6
What is an important factor to consider when evaluating product quality?
Score: 0 out of 1 No
Question 7
What is the primary goal of commercialization in the new product development process?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888228 1/3
7/8/23, 11:01 AM Submissions - 4.2 B2B Marketing - 06 Unit :Practice Multiple Choice Questions (MCQs) -
Correct answer: To introduce the product to the market
Score: 0 out of 1 No
Question 8
What is portfolio analysis?
Response: The stages a product goes through from its inception to its eventual decline
Correct answer: A method to evaluate a company’s product offerings and determine which products should be continued, discontinued, or modified
Score: 0 out of 1 No
Question 9
What is the purpose of an industrial service?
Score: 0 out of 1 No
Question 10
What is an industrial service?
Score: 0 out of 1 No
Question 11
What is the new product development process?
Response: A method to evaluate a company’s product offerings and determine which products should be continued, discontinued, or modified
Score: 0 out of 1 No
Question 12
What is a difference between a custom-built product and a custom-designed product?
Correct answer: Custom-built products are manufactured, while custom-designed products are only designed
Score: 0 out of 1 No
Question 13
What is the primary goal of portfolio analysis?
Score: 0 out of 1 No
Question 14
What is the concept of the total product?
Score: 0 out of 1 No
Question 15
What is a custom-built product?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888228 2/3
7/8/23, 11:01 AM Submissions - 4.2 B2B Marketing - 06 Unit :Practice Multiple Choice Questions (MCQs) -
Response: A product designed to meet specific customer requirements
Question 16
What is the final stage in the product life cycle?
Response: Maturity
Score: 0 out of 1 No
Question 17
What is a custom-designed product?
Question 18
What is the product life cycle?
Correct answer: The stages a product goes through from its inception to its eventual decline
Score: 0 out of 1 No
Question 19
What is an example of product innovation?
Score: 0 out of 1 No
Question 20
What is a catalog product?
Score: 0 out of 1 No
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888228 3/3
7/8/23, 11:04 AM Submissions - 4.2 B2B Marketing - 07 Unit :Practice Multiple Choice Questions (MCQs) -
Home
Question 1
What is the appropriate pricing strategy for a new product?
Score: 0 out of 1 No
Question 2
How can market research inform pricing decisions in the B2B market?
Score: 0 out of 1 No
Question 3
What is a key factor that affects the exchange value of a product or service in the marketplace?
Response: Quality
Question 4
What are the costs associated with producing and selling a product?
Response: Competition
Score: 0 out of 1 No
Question 5
What are the cost determinants that impact pricing decisions in the B2B market?
Score: 0 out of 1 No
Question 6
What is the impact of production costs on pricing decisions in the B2B market?
Correct answer: Production costs may result in either higher or lower prices, depending on market conditions
Score: 0 out of 1 No
Question 7
What is the difference between open and closed bidding in the B2B market?
Response: Open bidding requires lower prices, while closed bidding requires higher prices
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888229 1/3
7/8/23, 11:04 AM Submissions - 4.2 B2B Marketing - 07 Unit :Practice Multiple Choice Questions (MCQs) -
Correct answer: Open bidding is publicly available, while closed bidding is private and confidential
Score: 0 out of 1 No
Question 8
Which of the following is NOT a pricing objective?
Score: 0 out of 1 No
Question 9
What is the point at which the costs of producing a product equal the revenue made from selling the product called?
Question 10
What are the demand determinants that impact pricing decisions in the B2B market?
Score: 0 out of 1 No
Question 11
What is the strategy that a company adopts to defend its pricing against the price attacks of its competitors called?
Score: 0 out of 1 No
Question 12
Which of the following elements of the marketing mix is most closely linked with revenue?
Response: Promotion
Score: 0 out of 1 No
Question 13
What is a key factor to consider in new product pricing strategies in the B2B market?
Response: Competition
Score: 0 out of 1 No
Question 14
What is the impact of competition on pricing?
Score: 0 out of 1 No
Question 15
What is a common bidding strategy in the B2B market?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888229 2/3
7/8/23, 11:04 AM Submissions - 4.2 B2B Marketing - 07 Unit :Practice Multiple Choice Questions (MCQs) -
Response: Strategic partnerships
Score: 0 out of 1 No
Question 16
What is an effective response to price attacks by competition in the B2B market?
Score: 0 out of 1 No
Question 17
What are the key factors that influence demand for a product?
Score: 0 out of 1 No
Question 18
What is the most important factor that determines the pricing of a product?
Score: 0 out of 1 No
Question 19
What is the change in total revenue resulting from the sale of an additional unit of a product called?
Score: 0 out of 1 No
Question 20
What are the primary objectives of pricing in the B2B market?
Score: 0 out of 1 No
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888229 3/3
7/8/23, 11:05 AM Submissions - 4.2 B2B Marketing - 08 Unit :Practice Multiple Choice Questions (MCQs) -
Home
Question 1
What are the key factors to consider when selecting channels in the B2B market?
Correct answer: The target market, product complexity, and level of support required
Score: 0 out of 1 No
Question 2
What is the main advantage of direct sales in the B2B market?
Correct answer: Direct control over the sales process and customer relationships
Score: 0 out of 1 No
Question 3
What is the main advantage of indirect sales in the B2B market?
Question 4
What is the main disadvantage of indirect sales through intermediaries in the B2B market?
Score: 0 out of 1 No
Question 5
What are some common Channel Constraints in the B2B market?
Score: 0 out of 1 No
Question 6
What is the main benefit of conducting a SWOT analysis of a company’s current distribution channels?
Correct answer: To identify areas for improvement and opportunities for growth
Score: 0 out of 1 No
Question 7
What is the primary benefit of e-commerce as a channel in the B2B market?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888230 1/3
7/8/23, 11:05 AM Submissions - 4.2 B2B Marketing - 08 Unit :Practice Multiple Choice Questions (MCQs) -
Correct answer: Increased reach and easier access to customers
Score: 0 out of 1 No
Question 8
What are the three main channel alternatives in the B2B market?
Score: 0 out of 1 No
Question 9
What is the first step in the Channel Design Process in the B2B market?
Score: 0 out of 1 No
Question 10
What are the key metrics to measure the success of channels in the B2B market?
Score: 0 out of 1 No
Question 11
What are the main Channel Objectives in the B2B market?
Score: 0 out of 1 No
Question 12
What are the common Channel Alternatives in the B2B market?
Score: 0 out of 1 No
Question 13
What is the purpose of conducting a pilot test of the selected channels in the B2B market?
Score: 0 out of 1 No
Question 14
What is the main difference between direct sales and indirect sales in the B2B market?
Response: Direct sales is through retail, while indirect sales is through wholesalers
Correct answer: Direct sales is direct communication with the customer, while indirect sales is through intermediaries
Score: 0 out of 1 No
Question 15
What is the primary objective of Channel Design in the B2B market?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888230 2/3
7/8/23, 11:05 AM Submissions - 4.2 B2B Marketing - 08 Unit :Practice Multiple Choice Questions (MCQs) -
Response: To reach other businesses
Question 16
What are the key Channel Constraints in the B2B market?
Score: 0 out of 1 No
Question 17
What is the importance of regularly monitoring and evaluating the channels in the B2B market?
Correct answer: To ensure that the channels are meeting the Channel Objectives and delivering results
Score: 0 out of 1 No
Question 18
What is the main advantage of e-commerce in the B2B market?
Question 19
What is the third step in the Channel Design Process in the B2B market?
Score: 0 out of 1 No
Question 20
What is the primary goal of the Channel Design Process in the B2B market?
Correct answer: To reach the target market in the most cost-effective way
Score: 0 out of 1 No
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888230 3/3
7/8/23, 11:09 AM Submissions - 4.2 B2B Marketing - 09 Unit : Practice Multiple Choice Questions (MCQs) -
Home
Question 1
What is the purpose of market research in the B2B market?
Score: 0 out of 1 No
Question 2
What is the primary responsibility of industrial distributors in a B2B distribution channel?
Correct answer: To purchase the product from the manufacturer and resell it to other intermediaries or end customers
Score: 0 out of 1 No
Question 3
How can manufacturers measure the performance of their distribution channels in B2B marketing?
Score: 0 out of 1 No
Question 4
What are the factors that affect channel decisions in B2B marketing?
Score: 0 out of 1 No
Question 5
What is the primary objective of market research in B2B marketing?
Score: 0 out of 1 No
Question 6
What is the role of industrial distributors in the B2B market?
Question 7
What is the purpose of channel management in B2B marketing?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888231 1/3
7/8/23, 11:09 AM Submissions - 4.2 B2B Marketing - 09 Unit : Practice Multiple Choice Questions (MCQs) -
Correct answer: All of the above
Question 8
What is distributor classification in the B2B market?
Response: The process of selecting the most suitable distributors for a product
Correct answer: The process of organizing distributors based on product specialization, customer segment, geographic scope, and service level
Score: 0 out of 1 No
Question 9
What is the main goal of channel management strategies in the B2B market?
Question 10
What is a manufacturer’s representative in the B2B market?
Score: 0 out of 1 No
Question 11
What is the role of channel evaluation in the B2B market?
Score: 0 out of 1 No
Question 12
What is the primary role of a manufacturer’s representative in a B2B distribution channel?
Correct answer: To represent the manufacturer and sell their products to distributors or retailers
Score: 0 out of 1 No
Question 13
What is a common source of channel conflict in the B2B market?
Score: 0 out of 1 No
Question 14
What is the main purpose of channel management in B2B marketing?
Score: 0 out of 1 No
Question 15
What is channel conflict management in the B2B market?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888231 2/3
7/8/23, 11:09 AM Submissions - 4.2 B2B Marketing - 09 Unit : Practice Multiple Choice Questions (MCQs) -
Response: The process of negotiating distribution agreements with distributors
Score: 0 out of 1 No
Question 16
What are the common sources of channel conflict in B2B marketing?
Score: 0 out of 1 No
Question 17
What is the purpose of distributor classification in B2B marketing?
Score: 0 out of 1 No
Question 18
What are the main channel participants involved in the B2B market?
Score: 0 out of 1 No
Question 19
What is the main difference between a distributor and a manufacturer’s representative in B2B marketing?
Response: The distributor is responsible for managing the channel, while the manufacturer’s representative is responsible for selling the product
Correct answer: The distributor purchases the product from the manufacturer and resells it, while the manufacturer’s representative sells the product on behalf of the
manufacturer
Score: 0 out of 1 No
Question 20
What are the steps that can be taken to manage channel conflict in B2B marketing?
Score: 0 out of 1 No
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888231 3/3
7/8/23, 11:18 AM Submissions - 4.2 B2B Marketing - 10 Unit : Practice Multiple Choice Questions (MCQs) -
Home
Question 1
What is the first step in developing an advertising program.
Question 2
What is a way to measure the return on investment (ROI) of an advertising campaign?
Score: 0 out of 1 No
Question 3
What is the main difference between B2B and B2C marketing communication.
Score: 0 out of 1 No
Question 4
What is the primary objective of advertising in business markets?
Score: 0 out of 1 No
Question 5
What is the main difference between B2B and B2C marketing communication?
Correct answer: B2B communication focuses on businesses while B2C communication focuses on consumers.
Score: 0 out of 1 No
Question 6
What is the primary role of advertising in business markets.
Score: 0 out of 1 No
Question 7
What is a limitation of advertising in business markets?
Response: Clutter
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888232 1/3
7/8/23, 11:18 AM Submissions - 4.2 B2B Marketing - 10 Unit : Practice Multiple Choice Questions (MCQs) -
Correct answer: All of the above
Score: 0 out of 1 No
Question 8
What is the primary role of advertising in business markets?
Score: 0 out of 1 No
Question 9
What is a limitation of advertising in business markets
Response: Ad blindness
Score: 0 out of 1 No
Question 10
What is a commonly used method to measure the return on investment (ROI) of an advertising campaign?
Score: 0 out of 1 No
Question 11
What is the purpose of analyzing web analytics for a digital advertising campaign?
Score: 0 out of 1 No
Question 12
What type of data can be used to measure the effectiveness of advertising?
Score: 0 out of 1 No
Question 13
What is a factor that can impact the success of an advertising campaign?
Score: 0 out of 1 No
Question 14
What is the first step in developing an effective advertising program?
Score: 0 out of 1 No
Question 15
Why is it important to regularly evaluate advertising campaigns?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888232 2/3
7/8/23, 11:18 AM Submissions - 4.2 B2B Marketing - 10 Unit : Practice Multiple Choice Questions (MCQs) -
Response: To determine the return on investment (ROI)
Score: 0 out of 1 No
Question 16
What is the first step in developing an advertising program?
Score: 0 out of 1 No
Question 17
What is the main difference between B2B and B2C marketing communication
Question 18
Why is it important to measure the effectiveness of advertising campaigns?
Score: 0 out of 1 No
Question 19
What is the goal of conducting market research in advertising?
Correct answer: To determine the attitudes and behaviors of the target audience
Question 20
What is the purpose of personalization in B2B marketing communication?
Correct answer: To improve the relevance of the message to the target audience
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888232 3/3
7/8/23, 11:21 AM Submissions - 4.2 B2B Marketing - 11 Unit :Practice Multiple Choice Questions (MCQs) -
Home
Question 1
What is the role of the salesperson in the selling cycle?
Score: 0 out of 1 No
Question 2
What is the main objective of using the Sales Resource Opportunity Grid?
Response: To balance the potential of each opportunity with the resources required to pursue it
Correct answer: To allocate resources in a way that maximizes sales and profitability
Score: 0 out of 1 No
Question 3
What is the purpose of providing training and support to salespeople?
Score: 0 out of 1 No
Question 4
What is the main purpose of organizing the salesforce?
Score: 0 out of 1 No
Question 5
What is the first stage in the selling cycle?
Response: Presentation
Score: 0 out of 1 No
Question 6
What is the main goal of the salesforce structure created in organizing the salesforce?
Score: 0 out of 1 No
Question 7
What is an important factor to consider when selecting a salesperson?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888233 1/3
7/8/23, 11:21 AM Submissions - 4.2 B2B Marketing - 11 Unit :Practice Multiple Choice Questions (MCQs) -
Correct answer: Personality and communication skills
Score: 0 out of 1 No
Question 8
What is the primary role of a salesperson in business markets?
Score: 0 out of 1 No
Question 9
What is the main objective of selecting and managing industrial salesforce?
Score: 0 out of 1 No
Question 10
What is the role of sales influencers in the sales process?
Question 11
What is the first step in the selling cycle?
Response: Prospecting
Question 12
Who are sales influencers?
Response: [none]
Correct answer: Individuals or groups who have the power to affect the purchasing decisions of others
Score: 0 out of 1 No
Question 13
What is a key benefit of using the Sales Resource Opportunity Grid?
Score: 0 out of 1 No
Question 14
What is the main goal of organizing the salesforce?
Score: 0 out of 1 No
Question 15
What is the Sales Resource Opportunity Grid used for?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888233 2/3
7/8/23, 11:21 AM Submissions - 4.2 B2B Marketing - 11 Unit :Practice Multiple Choice Questions (MCQs) -
Response: To prioritize sales opportunities
Score: 0 out of 1 No
Question 16
What is the main goal of the salesperson in business markets?
Score: 0 out of 1 No
Question 17
What is the main goal of the Sales Resource Opportunity Grid?
Score: 0 out of 1 No
Question 18
What is the purpose of salesforce deployment decisions?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888233 3/3
7/8/23, 11:24 AM Submissions - 4.2 B2B Marketing - 12 Unit : Practice Multiple Choice Questions (MCQs) -
Home
Question 1
What is the best way to prepare staff for an exhibition?
Score: 0 out of 1 No
Question 2
What is the main goal of channel promotion?
Score: 0 out of 1 No
Question 3
What should be the key focus during the management of exhibition kiosk or stand?
Score: 0 out of 1 No
Question 4
What is the importance of customer engagement during an exhibition?
Correct answer: To provide information about the products and generate interest in product
Score: 0 out of 1 No
Question 5
What is the best way to measure the success of an exhibition?
Score: 0 out of 1 No
Question 6
What is the purpose of following up after an exhibition?
Score: 0 out of 1 No
Question 7
What is the main objective of a trade show?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888234 1/3
7/8/23, 11:24 AM Submissions - 4.2 B2B Marketing - 12 Unit : Practice Multiple Choice Questions (MCQs) -
Correct answer: Generate leads
Question 8
What is the most important aspect of trade show strategy?
Response: Competition
Score: 0 out of 1 No
Question 9
What should be considered when preparing the exhibition kiosk or stand?
Score: 0 out of 1 No
Question 10
Which of the following is not a category of sales promotion?
Score: 0 out of 1 No
Question 11
What is the main objective of an exhibition as a sales promotion tool?
Score: 0 out of 1 No
Question 12
What should be regularly monitored during an exhibition?
Question 13
What is the best way to make a lasting impression on customers during an exhibition?
Score: 0 out of 1 No
Question 14
What is the first step in planning an exhibition?
Question 15
What is the main focus of consumer promotion?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888234 2/3
7/8/23, 11:24 AM Submissions - 4.2 B2B Marketing - 12 Unit : Practice Multiple Choice Questions (MCQs) -
Response: Retailers
Score: 0 out of 1 No
Question 16
What is the purpose of a sales promotion?
Score: 0 out of 1 No
Question 17
What is the main purpose of trade promotion?
Score: 0 out of 1 No
Question 18
What is the purpose of training staff for an exhibition?
Question 19
What is the significance of monitoring performance during an exhibition?
Question 20
What is the best way to increase footfall at an exhibition?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888234 3/3
7/8/23, 11:20 AM Submissions - 4.2 B2B Marketing - 13 Unit :Practice Multiple Choice Questions (MCQs) -
Home
Question 1
What is the main focus of a Collaborative relationship?
Score: 0 out of 1 No
Question 2
Which of the following is NOT a key component of CRM in B2B market?
Score: 0 out of 1 No
Question 3
Which of the following is a key aspect of a successful CRM strategy in relationship marketing?
Score: 0 out of 1 No
Question 4
What is the primary goal of CRM in B2B market?
Score: 0 out of 1 No
Question 5
What is the role of data analysis in CRM in B2B market?
Score: 0 out of 1 No
Question 6
Why is customer engagement important in a CRM strategy in relationship marketing?
Score: 0 out of 1 No
Question 7
What is the main objective of a relationship marketing strategy?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888235 1/3
7/8/23, 11:20 AM Submissions - 4.2 B2B Marketing - 13 Unit :Practice Multiple Choice Questions (MCQs) -
Correct answer: To increase customer retention
Score: 0 out of 1 No
Question 8
Why is customer data management important in a CRM strategy in relationship marketing?
Score: 0 out of 1 No
Question 9
Which of the following types of relationship is based on a one-time exchange of goods or services?
Score: 0 out of 1 No
Question 10
What is the role of CRM in increasing sales?
Score: 0 out of 1 No
Question 11
How does CRM improve the overall customer experience?
Score: 0 out of 1 No
Question 12
What is the main focus of a Transactional relationship?
Question 13
Which of the following types of relationship is based on long-term collaboration between two parties?
Score: 0 out of 1 No
Question 14
What is the primary advantage of using CRM in B2B market?
Score: 0 out of 1 No
Question 15
What is the role of CRM in creating a competitive advantage for a business?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888235 2/3
7/8/23, 11:20 AM Submissions - 4.2 B2B Marketing - 13 Unit :Practice Multiple Choice Questions (MCQs) -
Response: By enabling better customer engagement
Score: 0 out of 1 No
Question 16
Which of the following strategies can help increase customer loyalty in relationship marketing?
Question 17
Why is relationship marketing important for businesses?
Question 18
What is the primary benefit of a successful relationship marketing strategy for businesses?
Score: 0 out of 1 No
Question 19
What is the main focus of a Value-Adding relationship?
Question 20
Which of the following types of relationship involves creating additional value for customers through various services and offerings?
Score: 0 out of 1 No
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888235 3/3
7/8/23, 11:16 AM Submissions - 4.2 B2B Marketing - 14 Unit : Practice Multiple Choice Questions (MCQs) -
Home
Question 1
Why is it important to foster long-term relationships with Key Accounts in B2B?
Score: 0 out of 1 No
Question 2
What is one of the key strategies for successfully managing Key Accounts in B2B?
Correct answer: Building strong, long-term relationships based on mutual trust and understanding
Score: 0 out of 1 No
Question 3
What is the purpose of regularly reviewing Key Account Management performance in B2B?
Score: 0 out of 1 No
Question 4
What is one of the key components of a successful Key Account Management plan in B2B?
Score: 0 out of 1 No
Question 5
What is one of the key objectives of managing Key Accounts in B2B?
Question 6
What is the purpose of the Whale Curve in B2B Key Account Management?
Score: 0 out of 1 No
Question 7
How can a company evaluate and improve its Key Account Management processes in B2B?
Response: [none]
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888236 1/3
7/8/23, 11:16 AM Submissions - 4.2 B2B Marketing - 14 Unit : Practice Multiple Choice Questions (MCQs) -
Correct answer: By regularly reviewing key performance indicators
Score: 0 out of 1 No
Question 8
How can a company build strong relationships with Key Accounts in B2B?
Correct answer: By providing high-quality customer service and consistently meeting customer needs
Score: 0 out of 1 No
Question 9
What is one of the key benefits of focusing on customer needs in B2B Key Account Management?
Score: 0 out of 1 No
Question 10
What is the Whale Curve in B2B Key Account Management used to represent?
Score: 0 out of 1 No
Question 11
What is the main difference between Key Accounts and Regular Accounts in B2B?
Response: Key Accounts have different buying behaviors than Regular Accounts
Correct answer: Key Accounts are more profitable than Regular Accounts
Score: 0 out of 1 No
Question 12
What is one of the strategies for building strong relationships with Key Accounts in B2B?
Score: 0 out of 1 No
Question 13
Why is it important to continually improve Key Account Management processes in B2B?
Correct answer: To maintain a competitive advantage and stay ahead of market trends
Score: 0 out of 1 No
Question 14
What is the most effective method for identifying Key Accounts in B2B?
Question 15
Why is it important to have a dedicated Key Account Management team in B2B?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888236 2/3
7/8/23, 11:16 AM Submissions - 4.2 B2B Marketing - 14 Unit : Practice Multiple Choice Questions (MCQs) -
Response: To spread out responsibilities
Score: 0 out of 1 No
Question 16
What is the most important factor in determining the success of Key Account Management in B2B?
Response: The quality of the Key Account Management team and processes
Correct answer: The quality of the Key Account Management team and processes
Question 17
Why is it important to prioritize customer needs in B2B Key Account Management?
Score: 0 out of 1 No
Question 18
How can a company identify its Key Accounts in B2B?
Score: 0 out of 1 No
Question 19
What is the main goal of Key Account Management in B2B?
Score: 0 out of 1 No
Question 20
What is one of the benefits of having a dedicated Key Account Management team in B2B?
Score: 0 out of 1 No
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888236 3/3
7/8/23, 11:12 AM Submissions - 4.2 B2B Marketing - 15 Unit :Practice Multiple Choice Questions (MCQs) -
Home
Question 1
What does a marketing cost analysis examine?
Score: 0 out of 1 No
Question 2
What is the return on marketing investment (ROMI)?
Score: 0 out of 1 No
Question 3
What does a marketing cost analysis examine in a marketing audit?
Score: 0 out of 1 No
Question 4
What is one of the methods used for sales analysis in a marketing audit?
Score: 0 out of 1 No
Question 5
What is a control in the era of digital B2B marketing?
Question 6
What is the main purpose of control in the era of digital B2B marketing?
Correct answer: To monitor the performance of the company’s digital marketing efforts
Score: 0 out of 1 No
Question 7
How does control in the era of digital B2B marketing help a company achieve its marketing goals?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888237 1/3
7/8/23, 11:12 AM Submissions - 4.2 B2B Marketing - 15 Unit :Practice Multiple Choice Questions (MCQs) -
Correct answer: By monitoring the company’s digital marketing performance
Question 8
What is the level of marketing control that examines whether the strategy is being implemented as planned and whether it produces?
Score: 0 out of 1 No
Question 9
What is the main benefit of implementing control in the era of digital B2B marketing?
Score: 0 out of 1 No
Question 10
What are the main areas of audit that a marketing audit focuses on?
Question 11
What is a method for sales analysis?
Score: 0 out of 1 No
Question 12
What is the fundamental objective of a marketing audit?
Correct answer: Understand how well past efforts have met customer needs
Score: 0 out of 1 No
Question 13
What is a marketing audit?
Score: 0 out of 1 No
Question 14
What is the main purpose of studying emerging trends in business marketing?
Score: 0 out of 1 No
Question 15
What does control in the era of digital B2B marketing focus on?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888237 2/3
7/8/23, 11:12 AM Submissions - 4.2 B2B Marketing - 15 Unit :Practice Multiple Choice Questions (MCQs) -
Response: Company’s financial performance
Score: 0 out of 1 No
Question 16
What are the areas of audit in marketing?
Score: 0 out of 1 No
Question 17
What does a marketing audit examine?
Score: 0 out of 1 No
Question 18
What is the purpose of marketing control?
Correct answer: Ensuring that the company achieves the sales, profits, and other goals set out in its annual marketing plan
Score: 0 out of 1 No
Question 19
What is a trend in business marketing?
Score: 0 out of 1 No
Question 20
What is the purpose of conducting a marketing audit?
https://learn.jainuniversity.ac.in/student_quiz_assignment/submissions/39888237 3/3