B2B T/F Chap 1

The intended use of the product and the intended consumer distinguishes business marketing from consumer-goods marketing.

T

The demand for industrial products is derived from the ultimate demand for consumer products.

T

A close examination of a market-driven firm will reveal two important capabilities: market sensing and customer linking.

T

Planning in the business marketing setting requires more functional interdependence and a closer relationship to total corporate strategy than does planning in the consumer goods sector.

T

A particular industrial customer might be properly classified as a user by some business marketers and an original equipment manufacturer by other business marketers.

T

Industrial goods are classified on the basis of how organizational buyers shop for particular products and services.

F

In contrast to raw materials, manufactured materials and parts would be classified as capital items.

F

As foundation goods are used up or worn out, a portion of their original cost is assigned to the production process as a depreciation expense.

T

Personal computers and light factory equipment such as portable drills provide examples of industrial goods that would be classified as accessory equipment.

T

A marketing strategy that works well for selling entering goods should be equally successful for facilitating goods.

F

Price may be critical in the marketing strategy for supplies because many supply items are undifferentiated.

T

Other functional areas affect all business marketing decisions, either directly or indirectly.

T

The "compatibility" of a cross-functional working relationship can be defined as the common ground or shared goals that can unite managers who represent different functional areas.

T

Due to downturns in the economy, the demand for many consumer products tends to fluctuate more than the demand for industrial products.

F

None of the products purchased by customers in the business market are the same as those purchased by ultimate consumers.

F

Supply chain management requires Information sharing, shared technologies, and shared benefits.

T

Personal selling is less important for supplies than it is for other categories of goods, such as installations.

T

Relationships between business marketers tend to be close and enduring.

T