51. Mike Myers is the production manager in a company that makes components for the automobile…

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51. Mike Myers is the production manager in a company that makes components for the automobile…

51.
Mike Myers is the production manager in a company that makescomponents for the automobile industry. He has been concerned about the ageof the equipment and decides to do a study to evaluate the time and moneylost due to equipment failure. He decides to bring his research to themonthly board meeting. In this way Mike is playing the role of ___________ inthe buying process.
A.
Gatekeeper
B.
Initiator
C.
User
D.
Decider
E.
None of these
52.
Maryanne has noticed that one of the manufacturing teams haslost productivity over a six-month period. She puts together a document thatdescribes the productivity loss and does a study to determine the cause. Shefinds that one of the key machines in the process breaks down often. Maryanneasks several machine manufacturers to come in to make proposals for newmachines. Maryanne is playing the role of ________.
A.
Influencer
B.
Gatekeeper
C.
Initiator
D.
User
E.
Decider
53.
Boris Jankowski is a salesperson for a manufacturer of equipmentused in beer-making. He discovers that a regional microbrewery is going toexpand into another state. It has created a buying center to purchase theneeded equipment. Boris’s first job is to _______________.
A.
Discover thebudget for the purchase
B.
Develop criteriafor the purchase
C.
Discover the mostimportant influencer
D.
Discover who ispart of the buying center
E.
Develop apresentation for the buying center
54.
NAICS codes now include __________.
A.
United States
B.
United States andCanada
C.
United States,Canada, and Mexico
D.
Both of theAmericas, North and South
E.
Both of theAmericas and the Caribbean Basin
55.
Today’s NAICS codes are based on the _____ codes of the1990s.
A.
CIS
B.
BCS
C.
BSC
D.
SIC
E.
SCC
56.
NAICS codes ___________.
A.
List the primaryoutput of the business
B.
Give each businessonly one code
C.
Are used acrossthe United States, Mexico, and Canada
D.
Define 20 majorbusiness sectors
E.
All of these
57.
MRO supplies, materials, repairs, and operational supplies andservices are generally purchased through a ______________.
A.
Modified rebuy
B.
New purchase
C.
Bid at time ofneed
D.
Straight rebuy
E.
Contractual rebuy
58.
Companies like Home Depot sell to the B2B market and B2C marketout of the same store. This puts the company in the category of businessescalled _________.
A.
Mixed useenterprise
B.
Reseller
C.
Value added enterprise
D.
Retailmerchandiser
E.
End seller
59.
Resellers are important to marketers because ______________.
A.
They have theirown buying centers that service customers
B.
They buyequipment, supplies, and technology to run their own businesses
C.
They serve as anearly warning system to OEMs
D.
They carryexcessive amounts of inventory
E.
They order monthsand years in advance
60.
The single largest buyer of goods and services in the world is____________.
A.
General Electric
B.
Walmart
C.
U.S. government
D.
Chinese government
E.
None of these

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